SALES FORCE VALUE DIFFERENTIATOR

TRAINING COURSE OVERVIEW

Sales Force Value Differentiator - Sales Training

SALES FORCE VALUE DIFFERENTIATOR

This course is designed to differentiate your Sales Force in its engagement with customers through client-centric value creation
  • 2-Day Facilitator-led training course
  • Practical exercises & take away tools for immediate implementation
  • Public training available: Click here to view upcoming dates
  • In-house training for groups of 8+ delegates available
  • Ongoing additional training services available for in-house programmes

WHO SHOULD ATTEND

  • Sales Leadership responsible for implementation & support of methodology
  • Sales Directors & Sales Managers
  • Strategic Account Managers
  • Sales Executives

WHY VALUE DIFFERENTIATION TRAINING MATTERS

A key challenge facing companies today is the difficulty experienced by the sales force to transition from benefits, features and price discussions to highlighting the differentiation and value of their products and services.

If left unchecked, the following issues can pose serious threats to revenue and competitive positioning:

  • A sales team that is unable to effectively communicate the value of your proposition to customers to justify your pricing and win new business
  • Erosion of profit margins due to frequent discounting to close deals
  • Many deals stalled, or lost to ‘no decision’
CLIENT CASE STUDY

COURSE CONTENT

This programme offers powerful learnings and frameworks for immediate impact at both sales organisation (planning and process) and sales executive levels (in-field customer interactions)

5 CORE TRAINING FOCUS AREAS

  1. Customer value proposition development to support customer-centric selling
  2. Insights derived from case studies to demonstrate expertise and connect with various stakeholders at each stage of the sales cycle
  3. Financial justification tools including development of ROI case studies
  4. Systematise proactive service and customer experience at crucial stages of the sales cycle
  5. Customer engagement tactics to build trust, drive momentum, defend price and beat ‘no decisions’ to win more business
CLIENT CASE STUDY

SALES FORCE VALUE DIFFERENTIATOR TRAINING FAQs

Do you customise this programme?

ThinkSales training courses can be tailored for in-house course delivery, subject to minimum attendee numbers.

Do you offer a certificate for this course?

Yes. All delegates who attend the full programme will be awarded with a certificate of attendance.

Do you offer Sales Force Value Differentiator training courses in Johannesburg, Cape Town and Durban?

All of our courses are offered throughout Southern Africa as in-house training programmes on bookings that meet the minimum number of delegates required. Public training sessions are held in Johannesburg only.

ADDITIONAL TRAINING SUPPORT SERVICES

ThinkSales offers a range of additional services designed to optimise ROI for companies that purchase in-house training.

These tailor-made programmes assist our clients to implement and embed learnings in their organisations over an extended period of time to ensure results.

Customisation

Selected courseware and terminology can be tailored for in-house course delivery, to ensure the content is 100% aligned to our clients’ selling environment and challenges.

In-Field Observation

Our consultants accompany sales executives in-field before training commences to inform them of alignment requirements for course delivery and / or after training to assess progress and make recommendations for improvement.

Implementation & Deployment

Our consultants run Implementation sessions with managers following training to assist them to prioritise key course learnings for implementation and align those learnings with existing systems, processes and terminology. ThinkSales also runs Deployment sessions with the broader team for adoption of selected learnings.

Refresher Training

Refresher sessions for a period of 3, 6 or 12 months following initial training are designed to cement learnings. These sessions refresh key concepts, assist delegates to embed learnings in their daily processes and workshop “real-life” challenges.