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Module 3 begins with a discussion of the three components of value that salespeople can use to begin to create a provocative and compelling value proposition that provides differentiation from their competitors.  Participants have an opportunity to begin to define the unique components of value they possess, so as to eliminate them having a commoditized offering.    

The module then focuses on the methodology of creating a meaningful value proposition, which client executives have told us is an essential ingredient in developing a lasting relationship with the client’s organization.   

Participants are given a template and the process for creating a compelling value proposition that propels the client to take action.   They then have an opportunity to practice creating a value proposition, using the JKEA International case study.  

Participants are also shown the need to continually communicate their value on a regular basis to client executives. 

Lastly, the key concepts infused throughout all three of the modules are summarized in two final charts.

Learning Objectives

  • Discover the three components of value that are specific to the participants own environment
  • Construct an effective value proposition, using the JKEA International case study
  • Explore ways to continually communicate their value to client executives, on an on-going basis
Last updated/reviewed: December 7, 2018

Prerequisites

Course Complexity:
  • Selling to C-Suite Executives; Modules 1 and 2
  • Have the JKEA Internationalcase study available
  • Have the worksheet booklet entitled Managing the Executive Relationshipavailable 
  • Have the Guide to Client Discoveryhandout available.

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
  3:38Introduction to Selling to C-Suite Executives Module 3: Creating and Communicating Your Value
  5:38Activity: Define Your Value Components
  7:28Activity: Create a Value Proposition for JKEA International
CONTINUOUS PLAY
  16:43Selling to C-Suite Executives Module 3: Creating and Communicating Your Value Full Video
SUPPORTING MATERIALS
  PDFSlides: Selling to C-Suite Executives Module 3
  PDFSelling to C-Suite Executives Module 3 Glossary/Index
  PDFGuide to Client Discovery
  PDFSell2CS - Tools for Managing the Executive Relationship for Illumeo
  PDFJKEA International Case Study for Illumeo
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM