Package I - Build the Irresistible Value Proposition
Make the customer want what you're selling and want it now!
Gain access to a behind the scenes view into the dynamics of B2B selling and buying from the customer’s perspective and provides an understanding of what motivates customers to desire both an immediate and a long-term business relationship with you. At the end of Courses 1 & 2 you will add the following skills to your B2B selling approach:
- Understand what four things make it hard for a customer to award a big deal to you and what you must do to avoid them
- Determine a Great Deal for you and the customer for any selling opportunity so it’s not just a win but a great win!
- Quickly determine that you and your company should win an opportunity, who will have the power in any sale and negotiation, and how to identify the key differentiators to build an outstanding Value Proposition
- Present an Irresistible Value Proposition that will make any customer take notice of what you are selling – and want it now!
Interested in more information? Scroll down to view the curriculum and preview select modules
Course Curriculum
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StartWatch First - Navigating the Curriculum (6:17)
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StartCourse 1 Participant Guide
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PreviewCourse 1 Introduction (1:31)
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Preview1-1: Four Customer Challenges to Awarding High-Value Deals (5:20)
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Preview1-2: Customer’s View of the “Journey” (6:24)
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Preview1-3: What do we Sell? (5:51)
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Start1-4: Is the Opportunity Real? (6:42)
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Start1-4 Exercise: Is the Opportunity Real?
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Start1-5: “Connecting the Dots” - Outcomes and Deals (4:40)
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Start1-5 Exercise: “Connecting the Dots” - Outcomes and Deals
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Start1-6: Aiming for a Great Deal! (6:14)
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Start1-6.1 Handout: Great Deal Levers
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Start1-6.2 Exercise: Aiming for a Great Deal!
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StartCourse 2 Participant Guide
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PreviewCourse 2 Introduction (1:21)
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Preview2-1: What are we Really Competing Against? (6:15)
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Start2-2: Can We Win This Deal? (8:00)
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Start2-2 Handout: Alternative Analysis Thought Starters
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Start2-2 Exercise: Can We Win This Deal?
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Start2-3: What is Value to the Customer? (6:36)
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Start2-4: Value Video (2:17)
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Start2-5: The Irresistible Value Proposition (6:14)
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Start2-5 Exercise: The Irresistible Value Proposition
Get started now!
Your Instructor
Steve has consulted, trained and implemented both strategic and tactical value buying and selling programs in all major North American market centers, as well as Europe, Asia, Latin America, Middle East and Africa - for both B2B selling and buying organizations. His clientele represents over 100 diverse industries and I have consulted on over $10 billion in B2B deals.
Seeing B2B deals from both sides, he has long been fascinated by the question "Why do so many Buyers and Sellers routinely settle for low value deals?” This is especially true when seeing tremendous value for one side (or both parties) that is not even brought into the discussion. His conclusion is that most companies have not rationally thought through what a “high value” deal looks like that will advance their business strategy.
Steve has also found that the term “value” is perhaps the most misunderstood concept in business. Helping clients understand what “value” really means to them and their business, and then positioning, negotiating and closing high value deals is his passion!