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Seminar Agenda

ECG ValueSelling Seminar

Day 1

Introductions & Objectives

eValueSelling^® Review

• The recipe for selling value
• Tools: The qualified prospect formula
• Managing the dialogue to match the value buying process
• Tools: The ValuePrompter^®
• Exercise: Puzzling through it
• Exercise: Key question types
• The fundamental principles
• Exercise: Map the principles to the dialogue

Making It Real

• Tool: Opportunity assessment form
• Exercise: Analyze one of your opportunities

ValueSelling Principle 1: Creating a VisionMatch Differentiated

• Components of a VisionMatch
• Business issues versus problems
• The four most common business issues

ValueSelling Principle 2: Creating Need and Differentiation

• Exercise: Crafting questions to elevate your products and solutions in the mind of your buyers
• Tools: Question roots

Practice Session: Walking through a VisionMatch Differentiated

ValueSelling Principle 3: Fueling the Sale

• Uncovering the value of your solution
• The two components of value
• Exercises: Uncovering personal values and connecting them to business values

Practice Session:
Walking though a VisionMatch Differentiated and Value

Day 2

Review of Day One

ValueSelling Principle 4: Speaking to Power

• Accessing decision makers
• Leveraging your power
• Exercise: Crafting a credible introduction

ValueSelling Principle 5: Planning for Results

• Creating mutual plans
• Exercise: Components of the plan

Practice Session: Qualifying the Prospect

Breaking down the walls

• Exercise: Crafting anxiety questions
• Managing objections
• Early versus late in the sales cycle
• Tools: Objection handling process

ValueSelling Principle 6: Pulling It All Together

• Exercise: Handling the objections of the power person

Wrap up and next steps

Return to the Seminar Description.