“Understanding, Communicating and Delivering outstanding value for your clients -and getting paid for it”
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.
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.
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
Situation and Problem/Issue questions.
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 message is that Value Discovery, done well, focuses entirely on the client, not on us.
The sale is made during Value Discovery!
The Key Issues Worksheet (Value Demonstration)
The Value Proposition Framework – this provides a “quality check” for the final proposition.
The focus is on constructive feedback.
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.