Are you a Sales Director, Sales V.P. or sales professional?
Struggling to communicate your true value to customers? Discounting to win? It's time to shift your focus to the customer's needs. Improve how you showcase your value and get paid what you're worth. Master the art of value-based selling to drive success.
Loading...
Mastering the Value Challenge
Understand Customer Value
Gain deep insights into your customers' needs and expectations.
Communicate Value Effectively
Learn to articulate the unique value you deliver to customers.
Deliver Outstanding Value
Consistently provide an exceptional customer experience.
Get Paid Appropriately
If you're delivering great customer value, you want to be paid what you're worth!
The Value Challenge Programme
The Value Challenge Programme is a comprehensive approach to helping you and your teams master the art of delivering exceptional customer value.
Through a series of face-to-face online, interactive sessions, participants gain deep insights into their customers' needs and learn to effectively communicate the unique value they offer.
The Value Challenge Programme
The Value Sales Process
The Value Sales Process is like a GPS for your sales journey, guiding you through the complexities and keeping things simple along the way.
Understanding Value
Understanding value as a concept and in terms of what it means to your customer. Solving the Value Mystery!
Value Discovery
Gaining a deep understanding of the customer, their challenges and issues and the impact of value on their business.
The selling is done during Value Discovery!
Value Demonstration
A five-step process for demonstrating value effectively, gaining customer agreement on the way.
Understanding and demonstrating the value your offerings provide to clients is the foundation of the value challenge.
The Value Challenge Programme: What is it?
4 x 2 Hour Online Sessions
The programme includes a series of interactive online sessions designed to provide a structured approach to winning more business, more profitably.
Final Full Day Session
The last session brings all the concepts together and offers the opportunity to put the learning into practice through a series of role plays.
Interactive Involvement
The overall programme is designed to be highly interactive, with opportunities for engagement and participation throughout.
Say goodbye to confusing sales techniques and hello to a simple, structured approach that helps you win more business, more profitably.
The Sessions
Session One – Understanding Value
During this session we will look at defining value and why it is so important as well as introducing the Values Sales Process.
Tools Introduced:
The Value Triad© - this is a framework for understanding the component elements of value
The Value Sales Process – whether you think of yourself as in sales or not, this provides a structured process for client conversations
The Sessions
Session Two – Value Discovery I
The overall Value Discovery process provides a structured approach to the discovery conversation. In this session we will explore and develop Situation/Context and Problem/Issue questions.
Tools Introduced:
The Action Agenda – This builds credibility and provides structure to the conversation
The Key Issues Worksheet – highly flexible, it provides a route map for the conversation as well as being a planning, notetaking, proposal and case study generating tool.
The Sessions
Session Three – Value Discovery II
This session focuses on Impact/Consequence, Value/Gain and Commitment questions.
The message is that Value Discovery, done well, focuses entirely on the client, not on us.
The sale is made during Value Discovery!
The Sessions
Session Four – Value Demonstration
This session introduces a structured approach to Value Demonstration. Picking up on the outcome of Value Discovery it introduces a step-by-step solution to communicating value effectively.
Tools Introduced:
The Key Issues Worksheet (Value Demonstration)
The Value Proposition Framework – this provides a “quality check” for the final proposition.
The Sessions
Session Five – The Practice Session (Full day F2F)
This is the session that really pulls everything together. A review of each of the processes that underpin the Value Sales Process and the opportunity to practice using them. The focus is on constructive feedback.
Tools Introduced:
The Personal Coaching Tool – provides an “agenda” for planning and reviewing performance
Action Planning Tool – to allow key actions to be recorded and be held accountable for delivering.
Summary
The whole focus is on identifying:
"What?" – what do we need to do?
"How?" – how do we do it?
The sessions are:
Practical
Engaging
Focused on your business
It's great - but don't just take my word for it!
Paul S.
“The Value Challenge has been invaluable to us. Our fundamental approach to customers has changed and we have a much better understanding of our customers’ expectations. In addition, I believe our sales team are more motivated by this “new way” of operating our business”.
Greg P.
“Mike has helped us introduce a structured approach to the sales process and refocus our conversations around the customer and their issues. Overall, we now have a better understanding of value and are more effective at communicating value to our customers”
Gavin P.
“My team has just completed Mike’s 5 session value challenge. If you are looking to truly understand your customer’s needs and solve them in a meaningful way, I would highly recommend this and Mike’s methodology and value-based system”.
The Value Challenge
Understand, Communicate and Deliver Outstanding Customer Value - and get paid for it!
Contact details
Confidentiality and Copyright
To reach meaningful conclusions and make actionable recommendations, Axia Value Solutions requires access to confidential information. We are committed to protecting our clients' interests by ensuring that all confidential information is carefully safeguarded.
The contents of this Proposal are protected by copyright and may not be used outside the client without the prior agreement of Axia Value Solutions.