Strategic Selling & Value Propositions for Business to Business (B2B) Companies

Why Choose
this Training Course?




Traditional
sales
approaches are becoming less effective, as customers demand more.
Out-dated practices such as offering
‘unique selling propositions’ are fast
becoming ineffective. Sales teams now require a more integrated
and
co-ordinated selling strategy that is supported by effective communications,
which give customers
a ‘unique reason to buy’ from your company.


This
York
British training course is for companies that want to avoid selling on
price, and become the customer’s
preferred supplier. On the training course you
will learn how to create a selling strategy for a segment,
which builds
powerful relationships and delivers superior value propositions that customers
are happy
to pay for.


The
approach
explained on the course is already being applied successfully by
global companies.


This
York
British training course will feature:


·        
A new
philosophy that
challenges current sales practices


·        
Building
irresistible
value propositions


·        
Ten key
principles of
strategic selling


·        
The
insight required to
build the strategy


·        
How to
structure the
sales strategy


·        
The tools
you require to
deliver value propositions


·        
How to
implement the
sales strategy





What
are
the Goals?





By the
end of this York
British training
course you will be able to:



·        
Construct
a clear sales
strategy


·        
Create
stronger
value-propositions that transcend price


·        
Win
support internally
to achieve sales targets


·        
Build
preference and
strengthen customer-relationships


·        
Offer
superior value to
customers and charge for it





Who
is
this Training Course for?




This
York
Britishtraining course is for sales directors, sales managers, account
managers and sales-teams that want
to introduce a more strategic approach to
selling. It will help them to win more customers, build better
relationships with
customers, sell at a premium and be accepted as a more-valuable
partner.



This
York
British training
course is suitable for a range of professionals and will
greatly benefit:




·        
Managers
and directors
who want to manage their sales team strategically


·        
Sales
teams that need to
adopt strategic selling


·        
Executives
required to
create value propositions


·        
Communications
executives
who want to communicate strong value propositions


·        
Senior
managers who want
to build stronger relationships with customers


·        
Experienced
and new
sales executives





How
will
this Training Course be Presented?





This
York British
training course will be presented using a
combination of formal
presentations, discussions and syndicated exercises. Video and case-studies
will
also be used.


































































A major
differentiation in
this course is that it is highly practical, and
delivers real-life examples
drawn from the presenter’s many years of experience in strategic sales
and
marketing consultancy for leading global B2B companies.