B2B STRATEGIC SELLING & VALUE PROPOSITIONS

TRAINING OVERVIEW

Embark on a transformative journey into the realm of B2B strategic selling and value propositions with our comprehensive training course, “B2B Strategic Selling & Value Propositions,” presented by DixonTech. In today's competitive business landscape, the ability to effectively sell value and articulate compelling value propositions is paramount. This course equips participants with the essential skills and strategies to navigate complex B2B sales environments successfully. As renowned sales expert Brian Tracy once said, “Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service.” Our training emphasizes a customer-centric approach, focusing on understanding client needs, articulating unique value propositions, and building long-term relationships based on trust and mutual benefit. Through a blend of theoretical insights, practical exercises, and real-world case studies, participants will gain the knowledge and confidence to excel in B2B strategic selling, driving revenue growth and fostering lasting client partnerships. Join us and unlock the keys to mastering the art of B2B strategic selling and value propositions.

TRAINING TOPICS

• Understanding strategic selling and how b2b purchasing has changed
• How the selling strategy works with the brand
• Influencing the customer’s specification, setting sales objectives, creating the sales strategy and targeting
• Creating superior value propositions
• Communications to support sales, win new customers and build relationships

TRAINING IS TAILORED TO

• Managers and directors seeking to elevate their sales management approach strategically, driving organizational growth and maximizing sales effectiveness.
• Sales teams aiming to adopt a strategic approach to selling, enhancing their ability to identify and capitalize on opportunities in the B2B marketplace.
• Executives tasked with creating compelling value propositions that resonate with target audiences and differentiate their offerings in competitive markets.
• Communications executives looking to refine their messaging and effectively communicate strong value propositions to internal and external stakeholders.
• Managers dedicated to cultivating stronger relationships with customers, fostering trust, loyalty, and long-term partnerships.
• Both experienced and new sales executives eager to enhance their sales skills, refine their selling techniques, and achieve greater success in the B2B sales arena.

TRAINING METHODOLOGY

Our training methodology for “B2B Strategic Selling & Value Propositions” is meticulously designed to provide participants with a dynamic and immersive learning experience. Through a blend of interactive workshops, real-world case studies, role-playing exercises, and engaging discussions, participants will gain practical insights and actionable strategies that can be immediately applied in their professional roles. Led by seasoned industry experts with extensive experience in B2B sales and value proposition development, our approach emphasizes hands-on learning and fosters collaboration among participants. Whether you're a sales manager looking to refine your strategic approach, a sales executive seeking to enhance your selling techniques, or an executive tasked with crafting compelling value propositions, our training methodology is tailored to meet your specific needs and objectives. Join us on this transformative journey and equip yourself with the skills and strategies to excel in B2B strategic selling and value proposition development.

DAY ONE:

UNDERSTANDING STRATEGIC SELLING AND HOW B2B PURCHASING HAS CHANGED

• Strategic selling and why it is essential
• How buyers buying-behaviour has changed
• Why selling must change and how
• Best practice in strategic selling
• Breaking the low-price cycle with strong value propositions
• Understanding your company’s strategic intent

DAY TWO:

HOW THE SELLING STRATEGY WORKS WITH THE BRAND

• Using the brand to win customers and contracts
• Identifying opportunities to add value in the selling process
• Value propositions that competitors can’t match
• How to select the best potential customers
• Defining the real customer-needs
• Using the brand in the selling process

DAY THREE:

INFLUENCING THE CUSTOMER’S SPECIFICATION, SETTING SALES OBJECTIVES, CREATING THE SALES STRATEGY AND TARGETING

• How to influence the customer’s specification
• Building preference and credibility
• Setting your strategic selling objectives
• Defining the selling strategy
• How to target to win the sale
• Defining the priority, importance, and tasks

DAY FOUR:

CREATING SUPERIOR VALUE PROPOSITIONS

• How to build superior value-propositions
• Moving away from the USP
• What should you sell and why?
• Avoiding the ‘price destroyers’
• How to justify higher a higher price
• The myth of ‘Total Cost of Ownership’
• A strategy to win in the bidding process

DAY FIVE:

COMMUNICATIONS TO SUPPORT SALES, WIN NEW CUSTOMERS AND BUILD RELATIONSHIPS

• Communicating to win new customers
• Communicating to build existing relationships
• Communicating for credibility and influencing the sale
• Winning with principled negotiations
• Winning support internally
• Measuring the results of sales strategy