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Value-Driven Selling – The true value of your products, services, and solutions is most meaningful and important to your prospects and customers when it is measured in quantifiable financial terms. Learn how to quantify customer benefits, savings, and solutions -- and sell more!    

What’s more convincing?  “This will save you lots of money,” or “With our solutions, you will save $25,000 a year over 10 years, totaling $250,000.” Everyone talks about “value,” but the real challenge is making the value specific and believable so the customer can grasp what the true bottom-line value is to him/her. The key to determining value involves three steps:  (1) Do research and questioning to identify the value – learn what factors, elements or benefits go into each product or solution;(2) estimate the value for each factor or saving; and (3) extrapolate the total value over the expected life of the product or solution so the customer can accurately picture the long-term projected value  involved in terms of savings and additional revenue generated. That’s why the second example above is more convincing -- and memorable!

Finding the value of each individual opportunity can be challenging, and few sales professionals or customers know how to accurately measure the true value of the products, services, and solutions being sold.  In this course, you discover how to use the IMPACT acronym to quantify six interacting elements of your offering in specific financial terms: Inventory, Money, People, Assets, Capability, and Time. 

When costs, savings, revenues, and values related to the six IMPACT factors are clearly and realistically identified, it’s relatively simple to add and extrapolate them to arrive at a significant value-driven saving. With a value-driven product or solution in hand, you are now ready to sell the true value of your products, services and solutions – and gain a real competitive edge!

Learning Objectives

  • Discover the importance of determining the cost of tangible and intangible products, benefits, and solutions to problems.
  • Identify a process for accurately estimating the value of six individual “IMPACT” components of your products, services and solutions.
  • Explore how to quantify and extrapolate the value of your offerings so that it can be presented in the most dynamic, memorable way to the customer. 

 

Last updated/reviewed: February 22, 2018

Included In Certifications

This course is included in the following Expert Certifications:

8 CoursesPorter Henry Salesperson Certification

  1. Consultative Selling Success – Employ an Exclusive Sales Process to Improve Performance
  2. Leveraging Objections to Gain Commitment – Objections Are an Asset, Not a Liability
  3. Prospecting by Phone, Email and Social Media
  4. Managing Your Time and Territory – Two Critical Routes to Sales Success
  5. Strategic Multi-Level Selling – The Ultimate Solution for Selling High, Wide, and Deep in Complex Accounts
  6. Value-Driven Selling
  7. Win-Win Sales Negotiating Strategy and Tactics
  8. Win-Win Sales Negotiating: How to Balance Offers and Maintain Relationships

Prerequisites

Course Complexity: Intermediate

We recommend that you complete a related course, Consultative Selling Success.  You will be able to download a Value-Driven Worksheet and use it as an effective planning tool for quantifying values of products, applications. savings, and solutions. 

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
  5:29Introduction to Value-Driven Selling
  7:01Understanding Customer Value
  15:56Proving Value
  10:01Exercise: "Proving the Value" Case Study
  5:47Selling and Presenting Value
CONTINUOUS PLAY
  50:01Value-Driven Selling
SUPPORTING MATERIALS
  PDFSlides: Value Driven Selling
  PDFValue Driven Selling Glossary/Index
  PDFValue Analysis Worksheet
  PDFProving the Value GELCO Case Study
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM