Attention: Sales Directors, Sales VP's and Sales Professionals

"If you're winning business by discounting, struggling to defend your prices, finding it a challenge to effectively communicate your value...there is another way"

 

The Value Challenge System

Imagine...Transform the way you sell, move from a product to a customer focus, from discounting to win to winning by understanding, creating and delivering outstanding customer value – and getting paid for it!

 

The Challenge

In our recent survey, 80% said they had a challenge to "Defend our Prices", and 84% lost business to competitors - even when they knew they had the best solution! Understanding value is at the heart of these issues...

Are you "Selling on Value"?

Are you happy that you and/or your sales people are selling on value – that’s not just selling what you THINK your customers will value, it’s selling the things you KNOW your customers will value - because you’ve asked?

 

 

Are you Getting Paid What You're Worth?

Are you confident that your customers are happy to pay you what you are really worth, or do you feel that you are leaving money on the table when you walk away from a deal?

Are you Confident Talking Prices?

Are you confident you can defend your prices on the basis of the value you deliver?  Can you move from a "discount default" to a "Value Default?"

1

What does it do?

This simple, structured approach to the value sale will transform the way you sell.  Use it correctly and you will understand your customers and their challenges and issues in more depth than you thought possible.  More than that, they’ll know you know! 

That builds your credibility and their trust.  And because you know, you’ll be able to position your solution much more effectively and demonstrate your true value – and run the real risk of getting paid for it.

2

What's in the Value Challenge System?

14 modules.  Each module contains:

  • 1 x mp4
  • 1 x mp3
  • 1 transcript – the book of the film
  • 1 workbook containing suggested exercises and action plan

The total package includes:

  • 24/7
  • Monthly FAQ’s audio
  • Quarterly web meet access
  • Password protected access
  • Quarterly report (1st log on, last log on, videos watched TBC)
  • Free add ons and updates
  • Password transferable if delegate leaves during licence period

 

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Welcome to the Value Challenge!

Your route to Understanding, Creating and Delivering Outstanding Customer Value - and getting paid for it!

Module 1: Welcome to the Value Challenge

An introduction to value and value discovery
The basic business challenge vs the real business challenge
The Value Challenge Checklist
The changing sales role
Using the Value Challenge System
Key Components
Dealing with the Forgetting Curve (The Ebbinghaus Effect)
Module Run Time approx. 21 minutes

Module 2: The Seven Challenges of Value

Understanding, Creating and Delivering Outstanding customer value – and getting paid for it!
An introduction to each of the Seven Challenges of Value
Module Run Time approx. 14 minutes

Module 3: What is this thing called Value?

The Golden Rule for Price
Definitions of Value
Solving the Value Mystery
Introducing the Value Triad©
Generic vs Specific Value
Module Run Time approx. 21 minutes

Module 4: The Water Story

Water - an example of value building
Customer Service Package Analysis
Strategic Choices
Module Run Time approx. 17 minutes

Module 5: The PTS Model

Process – Tools – Skills
Introducing the Value Sales Process – the route to understanding, creating and delivering outstanding customer value – and getting paid for it!
Tools – a look at tools for Value Discovery and Value Demonstration
Skills – what skills are required to make the VC System work?
Module Run Time approx. 18 minutes

Module 6: Qualify the Opportunity

Step 1 of the Value Sales Process
The Account Profile
Go or No Go
Levers to growth
Do we/Can we Matrix
Module Run Time approx. 23 minutes

Module 7: Identify the Key People

Who do you need to know?
Covering the bases – making sure you identify and contact all the key people
Customer Questions – what do they want to know?
The Customer Buying Process
Module Run Time approx. 19 minutes

Module 8: The Tools of Value Discovery

The Value Triad©
The Role of Features and Benefits – linked to value
The “So What?” Analysis
The Account Profile Pack

The Account Profile
The Power Map
The Key Issues Worksheet – the critical Value Selling Tool
QLS – Questioning, Listening and Summarising
Module Run Time approx. 38 minutes

Module 9: Using the Key Issues Worksheet

The KIW in Detail
The Five “Power” Questions
Linking the Power Questions to the KIW
Module Run Time approx. 18 minutes

Module 10: Customer Contact Meetings

Research Findings
The Business Generating “Engine”
The Customer Contact Meeting Framework
Planning, conducting and concluding the meeting
Agreeing Next Steps
Module Run Time approx. 21 minutes

Module 11: Value Demonstration

The Value Calculator – turning wishful thinking into real numbers
The Negotiation Corridor
Forget cost – think value
Developing effective case studies
Module Run Time approx. 19 minutes

Module 12: Building the Value Proposition

What is a Value Proposition?
The Value Proposition Hierarchy
Potential Types of Value Proposition
The 3 C’s of the CVP
Building the VP
Value Proposition Validation Framework
Module Run Time approx. 25 minutes

Module 13: Pricing Options

Conventional Pricing Approaches

Cost Based
Competition Based
Customer Driven
Comparison of the Three Approaches
Value Based Pricing
+/- of Value Based Pricing
Module Run Time approx. 29 minutes

Module 14: The Value Challenge Review

The PTS Process – a review of the Process, Tools and Skills of Value Selling
The Seven Challenges
Your Personal Coaching Tool
Module Run Time approx. 19 minutes

Pricing Options

Whether you are a single user or want details of corporate rates, you're a button away from taking The Value Challenge. It's time to understand, create and deliver outstanding customer value - and get paid for it.

BASIC

$546 (£397 + VAT)

SINGLE ONE TIME PAYMENT

24/7 password protected access

14 modules with video (mp4) and audio (mp3) files

Transcripts

Workbooks and Action Plans

I'M READY FOR THE CHALLENGE!

STANDARD

$199 (£144 + VAT)

PER MONTH FOR 3 MONTHS

24/7 password protected  access

14 modules with video (mp4) and audio (mp3) files

Transcripts

Workbooks and Action Plans

I'M READY FOR THE CHALLENGE!

CORPORATE RATES

24/7 access

14 modules with video (mp4) and audio (mp3) files

Transcripts

Workbooks and Action Plans

Webinars and implementation support

CONTACT ME FOR MORE DETAILS

PUTTING THE PIECES TOGETHER

The Value Challenge System will help you understand, create and deliver outstanding customer value - and get paid for it!  Improving your revenues, margins and profitability along the way.

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