Demonstrating Value

macrolearning

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, participants learn the five-step technique of value argumentation. Realistic examples show what an individual value argumentation can look like.

What is a macrolearning?

Comprehensive soft skills training for in-depth personal development. Macrolearning is a classic elearning course with a completion time of approximately 50 minutes. As a particularly intensive formof digital development, macrolearning promotes soft skills and sharpens personal profiles. For aholistic learning journey, PINKTUM Macrolearnings can also be combined with suitable compactMicrolearnings.

Teaser

Target group

  • Salespeople

  • Sales Staff

  • inside Sales

  • key Account Managers

  • Field Sales Representatives

Learning objectives

  • Knowing why sales is always about customer value – not product features

  • Recognizing and responding to your customers’ most important buying motives

  • Arguing the benefits of a purchase with the help of the 5⁠-⁠step model in a simple and structured way

  • Crafting a personalized demonstration of value

Competencies

Representing the company
Showing caution
Arguing benefits
Informing others
Focusing on customer satisfaction
Giving convincing presentations

Authoring tool

Rise

Methods

Animated illustrative videos
Enacted scenes
Transfer tasks
Key messages
Knowledge Check
Interactive elements
Moderated video lectures
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