Sales Sprints: Quantifying Value – The Nine Value Points You Can’t Afford to Miss | ImpactSales
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Sales Sprints: Quantifying Value – The Nine Value Points You Can’t Afford to Miss

Sales Sprints

04 May Sales Sprints: Quantifying Value – The Nine Value Points You Can’t Afford to Miss

Posted at 08:14h in Best Practices, Business, Negotiation, soft skills by
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This Month’s Webinar | Quantifying Value – The Nine Value Points You Can’t Afford to Miss | 5-18-2017

Sales is all about bringing the right insights to your clients and customers at the right time with the right perceived value – and that doesn’t happen by accident! Gain competitive advantage by identifying and positioning value that really matters to each of your contacts. Value is a very nebulous term. After all, value is only value if it is perceived as such by the customer! The opportunities to strategically appeal to value are immense and yet often misunderstood by sales people. In this session we will demystify the nine most critical opportunities to create value that you can’t afford to miss. We will share best practices that will separate you from your peers and position you as a sought-after colleague with your clients and customers.

In This Session:

  • Anticipate value before your customer even recognizes the need
  • Transform your sales interactions by learning the “Value Language” and how to apply it to your products and services
  • Craft strategic questions that help your client shape value from their point of view
  • Learn how to position value and use your products and solutions to fill the gap
  • Lead with value based on excellent pre-contact intelligence and insights
  • REALLY quantify cost versus price – even on intangible items!
  • Identify the non-monetary value that really matters to each contact

Register for this event or the whole series. Complimentary for CSC graduates – enter code CSC2016 at check out.

Consultative Sales Sprints! – Designed to Build Sales and Service Muscle, Agility, Endurance and Effectiveness!

If you are looking for a consumable way to improve your sales and service relationships and outcomes, or are just interested in learning more about the CSC program, join us for Consultative Sales Sprints.

Consultative Sales Sprints are monthly web forums where you will learn the latest insights from experienced sales coaches while collaborating with peers to develop your sales strategies. During each forum, you will dig deep into one core consultative sales competency. You will walk away with insights that you can immediately apply to your sales interactions. Come with questions and leave with answers!

“These sprints are facilitated by coaches of the Sales Association’s Consultative Sales Certification (CSC) program and are run in a way that emulates the monthly coaching sessions of that program.” Said Jeff Arnold, Executive Director of the Sales Association. “We invite CSC graduates and anyone seeking immediate ideas on how to move their sales forward to attend.”

“CSC graduates have asked for an ongoing venue to continue to grow and share experiences after graduation. We have seen much success with this format and are enthused to be able to share the insights with all Sales Association members,” according to Marcia Gauger, co-developer of the CSC curriculum and CSC Sales Sprints.

Whether you want to just attend and soak it all in or come with a situation related to the topic to share with the group and get coaching feedback– this is your forum – Come as you are! And, be prepared to Learn More, Sell More, Earn More!

Highlights of Each Forum:

  • Focused on a specific consultative selling topic and insights
  • Learn key insights from certified CSC Coaches and CSC graduates
  • Come with questions and leave with answers to drive your sales forward
  • Open sessions for sharing ideas – insights from coaches and peers
  • One hour in length
  • Hosted by CSC Certified Coaches
  • Held the third Thursday of each month
  • 10:30AM-11:30AM Mountain

Subscription to Consultative Sales Sprints:  No cost for SA members.  $299./per year for yet to be members.  Includes 12 forums – approximately one per month. Join as often as you like! Complimentary for CSC grads. Go to Salesassociation.org. Register for the webinar series, continue check out and enter promo code CSC2016.

Consultative Sales Sprints – Topics of Discussion (Subject to Change)

Topic Date
How SMART is Your Pre-Call Intelligence? 2-16-17
What’s the Problem with Objections? 3-16-17
Get in the Game – Negotiating for Impact 4-20-17
Quantifying Value – The Nine Value Points You Can’t Afford to Miss 5-18-17
It Takes All Kinds – Behavioral Selling and Coaching 6-15-17
Service From the Inside Out – Tap Into the Full Strength of Your Team 7-20-17
De Clutter Your Territory – Make Contacts Count to Maximize Sales Efficiency 8-17-17
Communicating with Style 9-21-17
Convincer Strategies – Gain More Commitments with Advanced Sales Psychology and Persuasion 10-19-17
What’s Getting in Your Way of Gaining Commitments? 11-16-17
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