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It’s the salesperson’s job after the sale to uncover and present the value he delivers to his customer.  Value is from the customer’s point of view and is what the customer recognizes to be value and wants.

Even though value is demonstrated after the sale, it also serves a useful purpose in selling to prospects.  Demonstrated value proves what you say about your products and services.  Salespeople must learn to identify the types of value to uncover at customers and how to make it meaningful and motivating to customers and prospects.  You make it more difficult for competitors to take away your business when you demonstrate value.

This program is designed for business professionals who are new to outside sales, those assigned to sales from other business functions, and business-to-business sales professionals who experience undesirable sales results.  You will learn how to demonstrate value to customers and prospects which will help you reduce your sales cycle and sell more.

 

Learning Objectives

  • Discover the requirements for value that you demonstrate to customers and prospects
  • Identify the challenges and benefits of demonstrating value
  • Recognize different sources of value
  • Discover the role of management’ and salespeople to demonstrate value
  • Explore how you can demonstrate value to your customers 
Last updated/reviewed: March 28, 2018

Included In Certifications

This course is included in the following Expert Certifications:

17 CoursesEnterprise Selling Certification

  1. Sales Territory Management
  2. Selling Strategy: Before Prospect Contact Part 1 - Strategy Decisions
  3. Selling Strategy: Before Prospect Contact Part 2 - Selling From Strength
  4. Selling Strategy: Before Prospect Contact Part 3 - Developing Your Sales Process
  5. Selling Strategy: Before Prospect Contact Part 4 - How to Get the Meeting: Telephone Selling
  6. Rapport and Persuasion to Sell More and Shorten Your Sales Cycle
  7. Questions that Sell - The Simple A B C D Process
  8. Laser Listening: The Skill to Increase Business
  9. Power Persuasion Strategies: Influence a Customer to Buy
  10. Negotiating and Sales: Strategies and Skills to Close More Business
  11. The Sales Call Part 1: Preparation
  12. The Sales Call Part 2: Conduct a Successful Sales Call
  13. The Sales Call Part 3: Present and Reduce Objections
  14. After the Sale Part 1 - Create Satisfied Customers
  15. After the Sale Part 2 - Compelling Email Communication
  16. After the Sale Part 3 - Demonstrate Value
  17. After the Sale Part 4 - Effective Testimonials

Prerequisites

Course Complexity: Intermediate

No Advanced Preparation or Prerequisites are needed for this course. However, it is recommended to take the other courses in the series prior to completing this one.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  1:13Introduction to After the Sale Part 3 - Demonstrate Value
  4:51What is Value?
  4:53Value
  4:31Salesperson's Value Sources
  1:45Summary
CONTINUOUS PLAY
  17:12After the Sale Part 3 - Demonstrate Value
Supporting Materials
  PDFSlides: After the Sale Part 3 - Demonstrate Value
  PDFAfter the Sale Part 3 - Demonstrate Value Glossary/Index
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM