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Value Added Selling

The CBS Inc. Value Added Selling module is designed to increase the awareness of the Value Proposition in the sales process and significantly improve sales performance.  Only too often, lost sales are attributed to pricing when studies indicate less than seventeen percent of buyers purchase based on price.

So what's Value Added Selling?  Value Added Selling is the process of understanding the value your products and services.  Applying this knowledge to increase sale performance through identifying and supporting customer value requirements.

Our customized seminar identifies your company's existing Value Proposition, determines competitive market positioning and provides valuable sales process tools for further skills development.

Module Objectives

    Build on existing selling skills
    Become a Value Added sales organization
    Gauge existing Value Selling performance
    Getting credit for your perceived value
    Identify buying types and signals
    Handling price objections
    Defining value in the clients terms
    Understand and leverage what motivates a buying decision
    Establish the principles that form the foundation for the Value Selling process
    Differentiating your company
    Increase sales at established accounts
    Implement the tools and process for improved performance
     

Module Structure

Introductory VAS performance questionnaire (individual)
Dynamic Value Added Selling presentation (Part 1)
Interactive 12 question Training Game (teams)
Dynamic Value Added Selling presentation (Part 2)
Team workshop mock sales situation (Buyers and Sellers)
VAS performance questionnaire (individual)
The module integrates classroom, workgroups and interactive training to improve and accelerate the learning experience.
 

Module Length

The Value Added Selling module is conducted onsite in approximately 6 - 8 hours dependent on the audience size and the level of participation.  Clients will often structure additional assessment testing of incumbent or new-hire employees.
 

Location

The Value Added Selling module is conducted at your location with North America.  We request a classroom style environment free from business interruptions.
 

Audio/Visual Equipment

CBS will provide a compact disk copy of the customized training module and a laptop for CBS Consultant module presentation.  A laptop video projector can be provided at an additional charge of $225.00 per day.
 

Fees

Fees are assessed based on the number of participants in a session.  The fee per participant is $185.00 with a minimum of 8 and a suggested maximum of 20 attendees.  Meal and accommodation expenses are included.  Air travel expenses are charged at the actual rate.

 

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Last modified: 01/27/06