ValueSelling for Professional Services
This workshop is coupled with our eValueSelling® companion, an online course providing the ValueSelling principles prior to the classroom workshop. ValueSelling for Professional Services reduces the required time in the classroom and the opportunity cost of lost time in the field for professional services. The course is structured and designed for client interaction during implementation and execution, and utilizes the ValueSelling Framework consistently to structure implementation as a growth and development opportunity.
For: Other
Learn To:
Understand the client’s needs and business issues while matching your solution to those requirements to reach a shared vision
Enable a seamless handoff from Sales to Services teams, aligning around the common vision
Utilize a consistent process to manage conversations and discovery with clients
Train on the ValuePrompter®, a tool designed to assist professional services in linking customer problems to your unique capabilities
Workshop highlights
- Can they buy? Will they buy? Should they buy? When will they buy?
- Developing tools for improved dialogue management skills
- Defining a process for developing key probing questions to purposefully seat competitive differentiators
“ValueSelling has been a real help since taking your workshop years ago.”