ValueSelling for Pre-Sales
This workshop prepares pre-sales organizations to demonstrate value vs. capabilities through alignment with the ValueSelling Framework. ValueSelling for Pre-Sales bridges the gap between pre-sales, sales, and implementation, allowing for meaningful demonstrations and ensuring you are solving unique problems for your customers.
For: SEs / Pre-Sales, Sales
Learn To:
Create effective replicable discovery techniques
Understand a prospect’s business needs and plan for success
Clearly demonstrate value over capabilities
Workshop highlights
- Learn to demonstrate the value of your products vs. promoting random features
- Align your sales presentations and capabilities to the prospect’s actual business needs
- Streamline demos while highlighting and connecting directly to what matters to the customer
- Clearly articulate your unique capabilities in terms of value to your prospect’s business issues
“Upon returning home, on my first call, I followed the BV process to a t……..AND IT WORKED. For me…..the most critical component is cleaning the plate as it forces me to stop and listen……as often times I find myself wanting to “show” prospects which prevents learning. I was simply amazed at how easy it was. ”