Value Selling

What are the learning outcomes from Bodhih’s value selling workshop?

Learners understand business from customer’s viewpoint, they understand tactics to create a rapport with customers, helps to uncover hidden opportunities, assists to present a powerful solution based on real needs, techniques to handle difficult situations, awkward questions and objections, negotiate for win-win outcomes, gain commitment and finally master sales closing techniques

What does Bodhih’s Value Selling techniques program cover?

Value selling explores existing mindsets by a self-audit. The participants are able to clearly identify their strength and weakness by examining their current working styles, behaviour and class feedback. Through videos and facilitator led presentations, the learners start to develop an openness towards newer ways of doing things thereby increasing productivity within the given constraints.

Starting off with facilitator led presentation and group discussions, Bodhih’s Value Selling program asks participants to work through the dimensions of customer experience. The customer experience is not the same thing as customer service.

The value selling training course includes value selling tools that are introduced and practiced in the class through case lets, role plays and group discussions.

Learners through individual activity and insightful analysis (perceptions of product or service Vs experience) appreciate how brand value and customer value are intrinsically linked. In this model of experience, the group discussion allows learners to focus on how a customer’s mind chooses “value” as they implicitly differentiate between negative (rejected) and undifferentiated (accepted) or positively differentiated (preference).

In a high energy session, participants are taught to develop their clients through value selling methodology, of studying rational and functional clues of the good or service. Emotional clues (sights, smells, textures are all important inputs) as well.

The next session is focussed on value selling techniques.

Through group activity, and facilitator led discussions, the participants are taken through the six value selling techniques – Research, Ask, Listen, Teach, Qualify and close. The group is familiarised with the importance of each stage, like taking time to create ‘lead intelligence’ to asking goal – driven questions (what are the leads goals?), to actively listen for tone, pitch, enthusiasm, thereafter taking the time to teach (as in provide knowledge to the prospect) so as to be able to qualify the lead (assign importance vs urgency status) and finally close (either into a sale or a future lead).

Bodhih’s facilitators are seasoned professionals who create linkages between skills picked up in the workshops and then to apply them in participant’s current roles. This is done through specific illustrations and analogies and is true for the next session at the value selling training methodology – Negotiating a win in a value selling situation in seven steps.

This session uses class exercises, videos and facilitator presentations to detail out the entire negotiations process with specific guidelines – sell first, negotiate second; never negotiate till you know three of customer needs or benefits he is looking for; let the other party put the first offer on the table; be prepared to walk away.

The participants work through individual discussions, role plays and debriefs to grasp the value selling methodology – the sales steps, the solution centred approach, the value proposition, approaching resistance, and effective closure techniques.

At Bodhih, Value selling training program is a popular session that is part of a larger sales skills training suite.

The session draws richly from research done on leading edge value selling techniques and also individual motivation styles and positive psychology.

The heart of the value selling process training lies in the insightful session that highlights value sales closing techniques – timeframe agreement, couple of key benefits, ask buying challenges, and attempt to close with a future expectation.

This section, delivered through facilitator presentation, video and also individual assessments is about understanding value selling process for closures. Learners work to practice the probe-delayer-solve approach for gaining positive outcomes for their sales approach and negotiation efforts.

How would you gain from India’s best value selling methodology and techniques workshop at Bodhih?

Bodhih customizes its value selling process training sessions along the ADDIE model. Workshop experiences are analysed, designed, developed and delivered that are solution focused and include a range of blended training pedagogy such as role plays, group exercises, self-assessment tools, management games, individual activities, videos, case studies, facilitation, discussions and more.

In addition to the ADDIE model, the value selling methodology sessions takes advantage of the experiential adult-learning process of concrete experience – reflective observation – abstract conceptualization – active experimentation.

The edge in Bodhih’s value selling process and techniques program comes from researched industry learnings, current best practices and academic insights. The workshop takeaways ensure that learnings are grasped and applied at all levels within a company and its individuals. The long-term benefits are to institutionalise value selling by embedding customer viewpoint mapping ability, rapport building techniques, using hidden opportunities, and solution development on real needs.

What is Bodhih’s promise on value selling methodology workshops?

Managers across industries and functions and executive level participants who have attended Bodhih’s sessions on value selling process and techniques training talk of the changed individual and team behaviours, namely, how team members have embraced advanced techniques to handle awkward questions and objections, negotiate for win-win outcomes, gain commitment and apply sales closing techniques.