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.
field sales representatives
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