Learn To:
Uncover what’s working (and not) with current opportunities to better inform and foreshadow pipeline success
Review forecast details with a lens towards lost or slipped deals to help triage a plan for changed behavior
Utilize the ValuePrompter to analyze what’s known and unknown with deal stakeholders to move deals towards closing
Workshop highlights
- Team review of ValueSelling principles and structure
- Differentiation and Creating Need exercises
- Understanding the ValuePrompter® qualification method
- Deal qualification leveraging the QP Formula®
- Open discussion on planning and structuring quarterly business
- Win/Loss discussion utilizing the ValuePrompter® and QP Formula®
“As for ValueSelling, I most certainly leverage the knowledge you taught me. Not a day goes by (almost), where I’m not using it on the job, especially – “what’s the value?” and “what’s in it for them?”. Your stuff was some of the best sales training I’ve received in my career.”