Demonstrating Value

Nutzen argumentieren
flag of deflag of enflag of esflag of frflag of itflag of zh
subcategory logo



Total time 60 minutes

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.


Target group

  • Salespeople

  • field sales representatives

  • fales staff

  • inside sales

  • key account managers

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 with the help of the 5⁠-⁠step model in a simple and structured way

  • Developing your individual value demonstration


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

Authoring tool



Animated illustrative videos
Enacted scenes
Transfer tasks
Key messages
Knowledge Check
Interactive elements
Moderated video lectures
These e-trainings may also interest you
Abschlüsse erzielen
macrolearningClosing the sale
Erstkontakt herstellen
macrolearningMaking Initial Contact
Strategisches Verkaufen – Grundlagen des strategischen Vertriebs
macrolearningStrategic Sales—Basics of Strategic Sales
New e-trainings at PINKTUM
Big Data – Die Welt der Daten verstehen
macrolearningBig Data—Understanding the World of Data
Agile Tool-Box für den Arbeitsalltag
macrolearningAgile Toolbox for Everyday Work
Agile Tool-Box für Workshops und Meetings
macrolearningAgile Toolbox for Workshops and Meetings