Description

Do you want to stand out from your competitors and win more Monthly Recurring Revenue (MRR)? How about winning more business from existing customers and becoming “sticky” so you are the top-of-mind partner when opportunities arise? By using the “Value Based Selling” sales process you will be more successful in sales!

This course will give you your own Sales Playbook template that you can customize to make your own. Get everyone on your team following the same blueprint to success!

We will help teach you how to get leads from your strategic partners and how to run more marketing campaigns for a fraction of the price of your competitors. We will give you our Annual Marketing Plan template so you can develop your own series of campaigns that will work in your local geography.

Whether you are an owner operator that wants to improve your sales skills, or one who is starting to hire a team, you need a sales process for ALL to follow. In this course you will learn the “Value Based Consultative Sales” process. This is an 8-step process that will help you quickly move from qualifying to closing. Then more importantly, keeping the customer for life with QBR’s (Quality Business Reviews)

We will give you over 10 (ten) handout exercises that will help you create your own Sales Playbook, Annual Marketing Plan, Sales Process, Qualifying Process, and more!

Furthermore, we will teach you what to do when the customer says no to your recommendations by giving you tips and techniques to win the deal. Other documents provided are Denial of Services Letter, Letter of Understanding, Assessment Presentation template, QBR Checklist and USP. We will help you stand out from your competition, by helping you develop your unique selling proposition.

Weekly Session Outline:

1. What is Value Based Selling?
– Why value-based selling is best
– 5 principles of value-based selling
– Matching your solution to their business challenge

2. Qualifying
– Why you do not chase after every opportunity
– 8 step process to qualify all opportunities
– The power of NO

3. Sales Process
– 7 step sales cycle
– Emotional sales cycle
– The customers buying process

4. Framework for Successful Sales Departments
– Create your Sales Plan
– Goals/KPIs
– Compensation Plans
– Sales Skill Training/Mentoring
– Staffing the sales team
– and More!

5. Negotiating/Closing
– How to overcome objections
– Trial closes
– How to ask for the order
– Letter of Understand technique

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