# Value Selling > Value Selling Techniques by Bodhih: sales and customer excellence training that helps teams win. In person or live virtual, customised to your team. - Source: https://bodhih.com/value-selling/ - Publisher: Bodhih Training (Bengaluru, India; since 2008) - Last updated: 2026-10-15 - Contact: solutions@bodhih.com · +91 99000 11601 --- Value Selling , Value Selling Methodology, Value Selling Techniques ## At a glance - **Duration:** Recommended: 2 days in person (09:30–17:30), or 4 × 3-hour live virtual sessions over two weeks, plus a 90-day follow-up on one live account - **Who it’s for:** Sales teams, account managers and customer-facing professionals - **Format:** In person · Live virtual · Blended - **Where:** India & 7 regions worldwide - **Track record:** Since 2008 · 2,000+ companies Value selling training teaches sales teams to win deals by showing customers the business value of a solution rather than competing on price. Participants self-audit their selling styles, work through the dimensions of customer experience and practise value selling tools in case-lets and role plays. Bodhih runs it over 2 days in person or four 3-hour virtual sessions. - Delivered in person at your location or as live virtual sessions - Designed with the ADDIE model and evaluated for behaviour change - Offered by Bodhih since 2008 to 2,000+ organisations across 7 regions **Where and how:** value selling training as an in-person workshop in [Bengaluru](https://bodhih.com/corporate-training-in-bangalore/), [Mumbai](https://bodhih.com/corporate-training-in-mumbai/), [Delhi NCR](https://bodhih.com/corporate-training-in-new-delhi/), [Gurugram](https://bodhih.com/corporate-training-in-gurugram/), [Hyderabad](https://bodhih.com/corporate-training-in-hyderabad/), [Chennai](https://bodhih.com/corporate-training-in-chennai/), [Pune](https://bodhih.com/corporate-training-in-pune/), [Kolkata](https://bodhih.com/corporate-training-in-kolkata/), [Ahmedabad](https://bodhih.com/corporate-training-in-ahmedabad/) and [Jaipur](https://bodhih.com/corporate-training-in-jaipur/); as a live online course; or delivered overseas in [Dubai](https://bodhih.com/corporate-training-in-dubai/), [Singapore](https://bodhih.com/corporate-training-in-singapore/) and across the Middle East, Asia and Africa. Last reviewed 15 Oct 2026 by [Siddharthan VGJ](https://bodhih.com/siddharthan-vgj/), Founder · Bodhih Training, Bengaluru Value selling is a by step workshop for value selling process, techniques including customer value mapping, rapport building, uncovering hidden opportunities, handling customer objections and negotiating win-win outcomes ## Bodhih’s workshop on Value Selling Model and Value selling Approach is part of the Value selling sales training. In today’s highly competitive business-to-business markets, Value selling skills have never been more crucial to success. Value selling skills is a dynamic and highly interactive workshop that takes you through some of the critical selling skills, vital tools and compelling techniques that you must have to succeed in any highly competitive sales environment. Be prepared no matter how tough things get. Take this opportunity to sharpen your personal sales expertise, customised to your own style and industry. This workshop will arm you with knowledge, skills and confidence that will ensure maximum results in any selling situation. At Bodhih, value selling process workshops talk about understanding the concept (and details) of the paradigm in sales effectiveness and its critical success factors. ## 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](https://bodhih.com/customer-service-excellence-training/). 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](https://bodhih.com/negotiation-skills-training/) efforts. ## How would you gain from 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. ## Sample training plan: 2-day hands-on design This two-day workshop teaches sellers to win on value when buyers push on price. Each participant brings one live account and carries it through the program. They audit their own selling style, map how their customer judges value, practise research, questioning, listening and teaching an insight, build a value proposition in the customer's terms and learn to sell first and negotiate second. The capstone is a value negotiation in which a procurement lead and a business head try to turn the deal into a price fight. 79% hands-on practice · 13.5 contact hours · Cohort: 12–20 participants · In person · Live virtual ### Day 1: See value through the customer's eyes Participants can map how their customer judges value, uncover hidden opportunities and teach a buyer something that changes their view. 1. 09:30–10:00 · The value auction (Energiser) 2. 10:00–10:45 · My selling style audit (Diagnostic) 3. 11:00–11:30 · Rejected, accepted, preferred (Concept burst) 4. 11:30–13:00 · Customer value map (Build sprint) 5. 13:45–14:30 · Research and ask (Skill drill) 6. 14:30–15:30 · Listen and teach (Role-play) 7. 15:45–16:45 · Value proposition in their words (Build sprint) 8. 16:45–17:30 · Where I leak value (Reflection) ### Day 2: Hold value under pressure Participants can qualify a deal, handle price objections, negotiate a win-win outcome and close with a clear commitment. 1. 09:30–10:00 · Discount confessions (Energiser) 2. 10:00–11:00 · Qualify for value (Case clinic) 3. 11:15–12:15 · Awkward questions and price objections (Skill drill) 4. 12:15–13:00 · Sell first, negotiate second (Business game) 5. 13:45–14:30 · The close (Demo & practice) 6. 14:30–15:30 · Value negotiation (Simulation) 7. 15:45–16:45 · Replay the moment you gave in (Feedback round) 8. 16:45–17:30 · 90-day value plan (Action planning) Recommended: 2 days in person (09:30–17:30), or 4 × 3-hour live virtual sessions over two weeks, plus a 90-day follow-up on one live account. A sample design: every Bodhih program is customised after a short needs analysis. ### How long is value selling training? The recommended design is two days in person, from 09:30 to 17:30, followed by a 90-day plan on one live account. It also runs as four live virtual sessions of three hours each over two weeks. A one-day version suits a focused refresher on objections and negotiation. ### What activities are included in value selling training? Participants work on one live account under price pressure. They bid in a value auction, build a customer value map, practise listening and teaching an insight, drill price objections, play a negotiation game with and without rules, and finish with a value negotiation against a procurement lead and business head. ## Frequently asked questions ### What is value selling training? ### Who is the Value Selling Techniques program for? Sales teams, account managers and customer-facing professionals. Bodhih tailors the examples, case studies and depth to your industry, culture and team level. ### How long is the Value Selling Techniques program? Bodhih recommends 2 days in person (09:30–17:30), or 4 × 3-hour live virtual sessions over two weeks, plus a 90-day follow-up on one live account. The length can be shortened or extended after a needs analysis. ### Can Value Selling Techniques be delivered online? Yes. Value Selling Techniques can run in person at your location, as live virtual sessions for distributed or hybrid teams, or as a blended journey that adds self-paced learning on Bodhih.org between sessions. ### How is the impact of Value Selling Techniques measured? Success measures for Value Selling Techniques are agreed with you before design, as part of the ADDIE model. Bodhih can add pre- and post-program assessments on AssessAll and manager check-ins to track behaviour change.