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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