Selling on Value (and Not on Price)

General

Program Description

Selling on Value (and Not on Price) - Achieving and Sustaining High-Performance Sales

This seminar presents an alternative to competing on price - it will help you create a framework that focuses on identifying and selling value during the sales process.


Identify and Sell Value During the Sales Process

In a highly competitive sales environment, the tendency to compete on price puts increased pressure on margins and profitability. Too often, salespeople find it difficult to differentiate their companies from competitors in any way but price - but price-cutting is a losing proposition. This dilemma is faced by all business types – whether selling sophisticated high-tech products, intangible services, or individual/commodity products.

This seminar presents an alternative to competing on price. It offers instead, a framework to identify and sell value during the sales process. Understanding this will help you broaden your sales portfolio, create a greater degree of loyalty from existing customers, and establish techniques that eliminate the need to cut prices.


Who Should Attend

This program is intended for sales people with two or more years of sales experience and would particularly benefit those in the following functions:

- Sales Professionals
- Sales Representatives
- Account Executives
- Sales Managers


Key Benefits

- Develop a thorough understanding of how to create value in the sales process
- Develop unique customer value propositions
- Become a sales professional who financially proves value
- Explore how to build or improve customer loyalty
- Learn to negotiate using value versus price


Last updated Jan 2018

About the School

Founded in 1920, the SMU Cox School of Business equips students with the skills, knowledge, and experiences they need to succeed in business. Major publications, including BusinessWeek, The Economist, ... Read More

Founded in 1920, the SMU Cox School of Business equips students with the skills, knowledge, and experiences they need to succeed in business. Major publications, including BusinessWeek, The Economist, Financial Times, Forbes, U.S. News & World Report and The Wall Street Journal rank SMU Cox among the top business schools in the nation and around the world. Read less