The value does not depend on the product, but on the user. Because knowledge of the buying motive is fundamental to the value argumentation, this e-learning presents the four most important buying intentions - safety, recognition, profit and convenience - their recognition and appropriate response. Building on this, the participants learn the five-step technique of value argumentation. Realistic examples show what an individual value argumentation can look like.
Salespeople
field sales representatives
fales staff
inside sales
key account managers
Knowing why sales is always about customer value – not product features
Recognizing and responding to your customers’ most important buying motives
Arguing the benefits with the help of the 5-step model in a simple and structured way
Developing your individual value demonstration