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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.
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