Mastering the Value Challenge
Win more business, more profitably by focusing on value and value selling"
What is the Value Challenge?
“Understanding, Communicating and Delivering outstanding value for your clients -and getting paid for it”
The Value Mastery Programme
4 x 2-hour interactive online sessions
Final full day. This last session brings all the concepts together and provides the opportunity to put things into practice.
The programme puts in place a simple, structured approach to winning more business, more profitably.
The Value Challenge Programme
The 4 online sessions:
Session 1: Understanding value
Session 2: Value Discovery I
Session 3: Value Discovery II
Session 4: Value Demonstration
The emphasis is on simplifying the complex, not complicating the simple.
Session 1: Understanding Value
Defining value and why it is so important as well as introducing the Values Sales Process.
Tools Introduced: The Value Triad© - this is the critical 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
Session 2: Value Discovery 1
The Value Discovery process provides a structured approach to the discovery conversation. In this session we will explore and develop:
Situation 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.
Session 3: Value Discovery 2
This session focuses on:
Impact,
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!
Session 4: 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.
Session 5: The Practice Day (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 delivery.
Social proof: testimonials
Transformational!
“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”.
Understanding Value
“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”
From Price to Value
"I can’t speak highly enough of the training we had with Mike. The 5 sessions completely changed our approach to sales. Added to the passion we have for our business it has totally disrupted the way we used to sell. We have moved from a price focus to a value focus so now not only are we delivering great customer value – we’re getting paid for it! "