Finance and Accounting

Training Course: Value Selling: Maximizing Deal Size Through Strategic Sales Approaches


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FI1002

24 - 28 Feb 2025

London (UK)

Hotel : Landmark Office Space - Oxford Street

Cost : 5500 € Euro

Introduction

In today’s competitive business landscape, sales professionals must move beyond price-based selling and focus on delivering real business value to customers. Value Selling is a strategic approach that helps sales teams identify customer challenges, align solutions with business objectives, and position offerings based on their impact rather than cost.

This 5-day intensive training program equips sales professionals with the tools, techniques, and mindset required to sell high-value solutions, handle complex sales cycles, and win larger deals by demonstrating the tangible business benefits of their offerings.

 

Course Objectives

By the end of this training, participants will be able to:

  • Understand the principles of value selling and why it is more effective than price-based selling.

  • Develop consultative sales techniques to uncover customer needs and business challenges.

  • Position products and services based on business impact rather than cost.

  • Build value-driven conversations with decision-makers.

  • Differentiate their offerings in complex and competitive sales environments.

  • Master objection handling and negotiation to maximize deal size.

  • Close larger, high-value deals with long-term customer relationships.

 

Target Audience

This program is designed for sales professionals aiming to improve their ability to close larger, high-value deals, including:

  • Sales Managers & Business Development Professionals responsible for complex sales.

  • Account Executives & Key Account Managers engaging with enterprise customers.

  • Solution Consultants & Sales Engineers positioning value in technical sales.

  • Customer Success & Relationship Managers looking to expand account revenue.

  • Executives & Entrepreneurs seeking to scale high-value sales operations.

 

Training Program Outline

Day 1: Fundamentals of Value Selling

  • Understanding value selling vs. price-based selling.

  • The psychology of buying decisions and business impact.

  • Identifying customer pain points and linking them to solutions.

  • The value proposition framework: Moving beyond features and price.

  • Workshop: Building a compelling value statement for a key customer.

Day 2: Consultative Selling & Customer-Centric Conversations

  • The shift from selling to consulting: Becoming a trusted advisor.

  • Active listening and powerful questioning techniques to uncover needs.

  • Understanding business drivers and financial metrics in decision-making.

  • Crafting personalized value-driven sales pitches.

  • Role-Playing Exercise: Engaging in a consultative sales conversation.

Day 3: Positioning Value & Competitive Differentiation

  • Techniques to differentiate solutions based on ROI and business benefits.

  • The TCO (Total Cost of Ownership) & ROI model for value justification.

  • Handling price objections by reinforcing value and impact.

  • Leveraging case studies and success stories to strengthen sales pitches.

  • Interactive Session: Creating a competitive differentiation strategy.

Day 4: Overcoming Objections & Negotiation Strategies

  • Common objections in high-value sales and how to address them.

  • Using data-driven arguments to justify higher deal value.

  • Emotional intelligence in sales negotiations.

  • Building long-term relationships and securing multi-year deals.

  • Workshop: Live sales negotiation simulation.

Day 5: Closing the Deal & Sustaining Value Relationships

  • Strategies for closing high-value deals with confidence.

  • The art of persuasion and finalizing agreements.

  • Post-sale engagement and value reinforcement.

  • Measuring success: Tracking deal profitability and customer satisfaction.

  • Final Case Study: Developing a value-selling strategy for a real-world scenario.

Finance and Accounting

Training Course: Value Selling: Maximizing Deal Size Through Strategic Sales Approaches


Register Now
Quick Inquiry
Discount Group Download Brochure (40)

FI1002

24 - 28 Feb 2025

London (UK) - Landmark Office Space - Oxford Street

Hotel : Landmark Office Space - Oxford Street

Cost: 5500 € Euro


  About London

The UK capital of London is a city that combines the old and the new. It is as equally famous for the latest fashion and innovation as it is for its impressive heritage. London's attractions range from the Royal Palace to the DIY atmosphere of its markets. It is also a picturesque city of parks and of course, the majestic Thames River. The city extends for miles beyond its ancient core and each neighborhood has its own charming atmosphere for visitors to explore. London also wears its status as a world city proudly and the influence of different cultures is plain to see in the food and fashion of the capital.


  Things to do and places to visit in London

With so many attractions in London, anyone can find something to delight them. Art lovers will enjoy the world-renowned museums and galleries, most of which are free. Sports fans are spoilt for choice by the city's array of football clubs. Theatre and music fans have a vast list of venues to visit, whilst shopaholics have Harrods, Oxford Street, Camden and much more to look forward to after arranging flights to London.

Some unmissable London attractions include:

  • Seeing priceless masterpieces in the Tate Britain or the National Gallery.
  • Watching the changing of the guard at Buckingham Palace.
  • Visiting Trafalgar Square's famous monument.
  • Marveling at the Crown Jewels in the Tower of London.
  • Getting a bird's eye view of the city from the London Eye.
  • Tasting one of Brick Lane's famous curries.
  • Browsing the exclusive shops of Knightsbridge.
  • Visiting a market – Spitalfields for antiques, Camden for clothes or Borough Market for street food.
  • Admiring design from around the world in the Victoria and Albert Museum.
  • Looking for clues at the home of fiction's most famous detective, Sherlock Holmes.
  • Strolling through one of the lovely parks, including Hyde Park, St James' Park or Kew Gardens.
  • Eating Britain's most famous dish, fish and chips.
  • Watching the street performers in Covent Garden.
  • Enjoying the views at a South Bank cafe.
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