Value Added Selling Typical Course Contents

  • Introduction
    • Types of Sales in the Oil Industry
    • Customer Objectives and XYZ Company Objectives– How to match them?
    • Sales Call Structure
  • Opportunity Management
    • Make Time Your Advantage
    • Sales Phases in the Opportunities Management Process
      • Phase 1: Corporate Account Profile
      • Phase 2: : Identifying a Compelling Event
      • Phase 3: Evaluation of Options
        • Determine Decision Criteria and Evaluation Model
        • Identifying Differentiators
        • Judging Alternatives Using the Evaluation Model
      • Phase 4: Negotiation
      • Phase 5: Implementation
      • Phase 6: Process Revision
  • Sales Communication Skills
    • Communication Process
    • Communication Channels
      • Body Language
      • Written Communication
      • Oral Communication
    • Active Listening
    • Discussion Skills
    • Delivering the Message
    • Managing Differences
    • Concluding the Conversation
    • Video: Effective Communication
  • Effective Presentations
    • The Presentation Elements
    • Learning Styles (Visual, Auditory, Kinesthetic)
    • Planning
    • Know your Audience
    • Verify Space and Logistics
    • Preparation
    • Research, Research, Research
    • Effective Utilization of Visual Aids
    • Anxiety Control
    • Get your Audience Involved
    • Homework: Prepare a Presentation for the Group
  • Social Profiling
    • Analytical, Amiable, Driver and Expressive
    • What is my Social Profile? è Test
    • Aligning with Customer Personality
  • Value Added Selling
    • Value Proposition Definition
      • Points of Differentiation
      • Points of Parity
      • Support Points
    • Finding XYZ Company´s Value Proposition
    • The Sales Call
    • Setting the Sales Call Objectives
    • Planning the Probing Strategy
    • Opening
    • Propose an Agenda
    • Acknowledge Customer Requirements
    • State the XYZ Company Unique Value Proposition
    • Checking for Acceptance
    • Probing to Uncover Customer Needs
    • Supporting Customer Needs
    • Closing
    • Pot Sales Call Analysis
    • Video: The sales Call
    • Role Play: Selling XYZ Company Services
  • Handling Objections
    • Getting to Yes
    • Customer Indifference
    • Overcoming Customer Indifference
    • Customer Skepticism
    • Overcoming Customer Skepticism
    • Misunderstanding
    • Overcoming Misunderstanding
    • Acknowledging XYZ Company Services Limitations
    • How to Overcome the Limitations
    • Role Play: Handling Objections
  • Successful Negotiations
    • Negotiation Style è Test
    • Types of Negotiation
    • The Negotiation Process
    • Situational Analysis
    • Strategic Questions
      • Can we Compete?
      • Can We Win?
      • It is Worth Winning?
    • Proposal Analysis
    • Negotiation Objective
    • Determine Negotiable and Non-Negotiable Points
    • Build Trades
    • Negotiation Strategy
    • Determining my  BATNA
    • Successful Negotiation Examples
    • Video: Successful Negotiations
    • Role Play: Selling Against the Competition
  • Negotiation Meeting
    • Objectives
    • Initial Position
    • Negotiating Ranges and Zone of Possible Agreement
    • XYZ Company Value Proposition
    • Checking for Acceptance
    • Review the Initial Offer
    • Negotiation Sequence
    • Address Non-Negotiable Issues
    • Handling the Customer’s Rejection of a First Trade
    • Ask for any Outstanding Issues
    • Summarize the Agreements
    • Closing
    • Review Next Steps

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