Demonstrating value

Salespeople, salespeople, sales staff, inside sales teams and key account managers, especially in the B2B sector

The value does not depend on the product, but on the user. Because knowledge of the buyingmotive is fundamental to the value argumentation, this e-learning presents the four most important buying intentions - safety, recognition, profit and convenience - their recognition and appropriate response. Building on this, the participants learn the five-step technique of value argumentation. Realistic examples show what an individual value argumentation can look like.

• Knowing why sales is always about customer value – not product features
• Recognizing and responding to your customers’ most important buying motives
• Arguing the benefi ts with the help of the 5-step model in a simple and structured way
• Developing your individual value demonstration