Demonstrating value

• Salespeople
• Sales staff
• Inside sales
• Key account managers
• Field sales representatives

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

This course takes 60 minutes

MEIKO Maschinenbau GmbH & Co. KG, Offenburg