Targeting your Value Propositions
    at your customer’s business needs

Value Propositions Workshop

Ensure your Value Propositions are targeted at your customer’s business needs

The Value Propositions Workshop introduces a process, tools and knowledge to help participants identify the key business issues that their customers face and to help them develop better targeted value propositions.

This one-day workshop is ideal for anyone in a customer facing sales, support or marketing role in a business-to-business selling organisation with relatively complex and/or high value solutions.

Introduction and Overview

Our Proposition

• What do we sell, what does the customer buy, and why should they uniquely want to buy from us?
• Interactive Presentation and Exercise

The Purchase Decision Cycle

• What process does a customer go through in making a complex purchase decision? What different levels of an organisation are involved and when?
• Interactive Presentation

What keeps Executives awake at night?

• What is on the agenda of senior people? How are they the same as day-to-day contacts and how are they different?
• Interactive Presentation

Solution Mapping

• What is the customer actually buying? What are the different levels in the organisation buying and what are their different buying factors?
• How do we identify the problems that different people in the organisation face and how our solutions can address them?
• Participants will use the Account / Solution Planner to produce an Engagement Plan for one of their real customers
• Interactive Presentation and Exercise

Compelling Value Propositions (CVP)

• How do we develop the CVP for different individuals?
• Participants will use the CVP Development Planner to produce a CVP for an Executive in the Engagement Plan
• Interactive Presentation and Exercise

Key Learning Points and Conclusions

The Workshop outcome is that participants are more confident in instigating business conversations with business managers, rather than just product/service conversations with the relevant customer specialists.

Duration: 1-day

Our courses consist of 'In-Company' training; we visit companies’ premises or hotels and run courses according to company and staff needs.

We do not run courses for people from different companies to attend. However, we do run courses consisting of one or two delegates. This enables us to move at the pace of the delegates (as fast or slow as necessary; as deep into the subject as appropriate, and with as much development as possible). These are not as expensive as you might think!

To see why other companies choose us, and for examples of costs, availability, course trainers, etc., please visit our >> Home Page        Select Another Course

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