Value-Based Sales Training Programs for Teams

• Module 1: Selling defined and the practices in selling
  • Objective: Moving from the traditional “sales oriented” approach to “solution oriented approach
    • Selling defined – The journey from creating interest to getting decisions
    • Traditional Selling v/s Consultative Selling
    • Why “Value Selling?”
    • The first sales principle – Customers first buy us and then the product
• Module 2: Stages in Selling
  • Objective: Defining ways to increase sales (Existing & New Markets)
    • The three stages: Pre, During and After
    • During Sales: Understanding Customer Business , Building Relationships
    • Post Sales: Nurturing Relationships
• Module 3: “PRACTICE” the selling process
  • Objective: Creating and establishing a selling process which will also be a tool for self evaluation
    • The Selling Process:
    • P: Prepare – Pre sales preparation
    • R: Reach out – Approaching the client /customer
    • A: Analyze needs – Various methods of understanding customer concerns
    • C: Consultants Role – The Sales PITCH
    • T: Tackle objections – Anticipating and handling customer objections
    • I: Influence and Negotiate – Influencing the customer to benefit in the negotiation process
    • C: Close the Sale – Concluding the sale with confidence and clarity
    • E: Engage and grow – Growing business with repeated sales out of long relationships
• Module 4: Selling Values
  • Objective: Learning to be the trusted advisor for the customer
    • The homework before the meeting
    • Rapport building
    • Value based selling
    • Pitching our “solution”
    • Different kinds of pitching
    • Create sales processes
• Module 5: Influence and Negotiate
  • Objective: Reaching a Win-Win situation
    • Robert Cialdini’s 6 Principles of Influencing
    • Negotiation defined and differentiated from Bargaining
    • The basic negotiation principles “BATNA, WATNA and ZOPA”
    • Different styles of negotiation (and understanding our style)
    • The BUDPAC cycle of negotiation

• Retail Sales Team Members
• Sales Managers and Supervisors
• Customer Service Representatives
• Retail Business Owners and Entrepreneurs
• Sales Trainers

Upon completion of the training, participants will be able to:

• Understand the transition from traditional sales to a solution-oriented, value-based approach
• Master the “PRACTICE” selling process for structured, consistent sales interactions
• Learn to analyze customer needs and deliver value-driven solutions with confidence
• Build rapport and trust with customers to create long-term relationships
• Apply principles of influence and negotiation to reach mutually beneficial agreements
• Develop personalized sales processes to enhance retail sales success