Value-selling For Premium Products And Solutions

By Author: Paradigm Trainers Pvt Ltd
Total Articles: 5
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Does your sales team face any of the problems below?
1 Struggle hard in developing new leads?
2. Undergo Longer Selling Cycles in Big-Ticket Deals?
3 Encounter Lower Conversion Rate in Proposals to Orders?
4 Report Lower reliability in order forecasting?
5 .Deliver Compressed Margins to the organization due to desperate Discounting?
Program Objectives:
- To understand that Value of your offerings has more to do with your customers business context and his perception Vc vis-à-vis your product features, Vp
- To internalize the Seven-step Value Selling Process: TAPANB-Value
- Value selling happens only when Vc > Vp
- Application of the TAPANB-Value process in getting results

For Whom :

The program is recommended for sales executives selling high-value products, services and solutions from Automobiles, Realty , Engineering Products, Chemicals, Capital Equipments, Electrical & Electronic Solutions,Financial Services, Logistics, Medical Equipments and Services, Project Sales, Telecom, IT ( Products and Services) sector. The program may not be suitable for ...
... OTC/FMCG sales.

Participant Feedback from related webinars:
1. It was a good session, R=MADE was a good formula, - Raghunandan Jagdish, MD & CEO, Nandan GSE Private Limited, Mumbai.
2. Effort Vs. Potential was an interesting concept. – Sugumar, Dover India Pvt Ltd.
3. We have to reach as many new customers as possible apart from the old customer base. Susmita Seal , Sales Engineer, In-Phase Power, Bangalore
4. Both Hard work and Smart Work are Important for one to become a Star Sales Performer. – Niket Joshi , PSG India Vadodara
5. Keep an eye on the market potential to make /quantify the efforts. – Gokul Kesavan, Eppendorf India Pvt. Ltd. Bangalore
6. Analyze the efforts behind the important Leads ( prospect or suspect) and put efforts in right direction.- Raghavendra Kamath, Homag India
7. Learned about the order forecast for monthly / quarterly and prediction of order deficit time before it hits us.- Thiyaneshwar In-Phase Power Technologies Pvt Ltd

Feedback from Value-Selling Program concluded on 17th December 2021:
1. The Implicit purpose of the first meeting is to build trust and credibility and the explicit purpose is to find out the possibility of working together.
2. Don't tell the customer that I understand you have a requirement unless he informs you otherwise. - Sayak Biswas
3. I would like to mention that after being in sales for about 6 years , I wish if I to have this training in my initial days; it would have really bought more success in terms of both my personality and sales results. Darshan Doijode- Eppendorf
4. Earlier I used to talk more, and hardly used to ask open question.Now I will allow the customer to talk more, and ask the right questions. - Ratan Sarkar Kolkata
5. Start with a small talk to break the ice and Don’t say we are the best. Muthukumuran Mihitra Engg.
6. Whenever I made sales calls, I used to speak more including product portfolio, quality, about service backup and the customer used to l speak less. After attending the value Selling program I have learnt that before going for a client meeting, I should do my homework about the customer and his organization background. My role should be that of a solution provider.- Sridhar V.

Main Themes :

Session 1:
- Expectation Mapping
- The Seven Step TAPANB-Value Selling Process
- Difference between Conventional Selling and Value Selling
- Reasons why customers are reluctant to entertain unknown salespeople
- Step I: Trust & Rapport Building
- Components of Trust: Positive Intent, Commonality and Establishing Competence
- Group Role Plays to identify Strengths and Weaknesses

Session 2
- Step II: Allow the Customer To talk
- Small talk as an Ice breaker
- Importance of Customer Engagement in Value Selling
- Exercise on Identifying Commonality
- Etiquette in client meetings
- How to make calls on phone. Video calls and Real-time calls
- Importance of homework in a quality sales call
- Role Plays

Session 3:
- Step III: Deep Probing
- Difference between Open and Closed Questions
- SPIN Model: Situation, Problem, Implication and Need-Payoff Questions
- Exercise on Open and Closed Questions
- How open questions help in identifying the customers context
- Problem questions and their role in value creation
- Role Plays

Session 4
- Step IV: Active Listening
- Types of Listening: Selective, Passive, Active and Empathic
- Stages of Active listening: Understanding and Responding
- Crucial Importance of Understanding in Value Selling
- Barriers to Active Listening
- Qualities of a good listener
- Step V: Development of Clear Needs
- Types of Needs: No Need, Abstract Need, Clear Need and Strong Need
- Relevance on the Right Problem Questions in Identifying Clear Needs
- Role Play on Need Development

Session 5:
- Step VI: Features-Advantages-Benefits
- Who decides the benefits- Customer or the Salesperson?
- Difference among Features, Advantages and Benefits
- Understanding the Customer’s Business Context to a clear-cut benefit statement
- Paradigm Shift from Features to Benefits
- Benefits in terms of Increased Productivity and Revenue, Reduction in wastage and cost optimization
- Exercise on Benefits
-Complexities Involved in Sale of Capital Equipments
- Decision Makers in a Complex Sale: End User, Gatekeeper, Well Wisher and the Decider.
- Deriving Value Propositions for the Decision Makers

Session 6:
- Integration of the 7-Step TAPANB - Value Selling Process
- Step VII: How Improved Perceived Value Vc leads to reduction in Price Objections
- Strategies for selling to Owner-Driven Companies Vis-à-vis Corporate Clients
- Negotiation Skills
- Three Stages of Negotiation: Preparation, Middle and the Closing
- Preparation Stage: Homework to be done before going for Negotiation
- Importance of BATNA, ZOPA and RP in Preparation
- Middle Stage: Negotiating across the Table
- Giving and Receiving Concessions
- Tips and traps in Order Closing

Trainer :

Rajan Parulekar, B.E. (Electrical), MBA
- Author, Contextual Selling®: A New Sales Paradigm for the 21st Century
- Completed Enhancing Sales Force Performance program at IIM-A in February 2013
- Trained around 15,000 managers and sales executives from 1000+ companies since 1995.
- Conducted programs for culturally diverse groups in India, Malaysia, Singapore, Sri Lanka, GCC region
- Winner - Best Sales Performance in Asia Award while working for Wiltron Inc USA 1990
- Winner of International Taped Speech Contest by Toastmasters Int’l USA in 1997
- Worked with Larsen & Toubro, Wiltron and Toshniwal in Sales and Marketing

How To Attend :

Investment PER PERSON: Rs. 15,000/- + GST / US$400 for international clients. The charges include, course material, training program with 1-0-1 guidance for a month. Only the registered participants at the program commencement are allowed for the entire program. Payment to be made through NEFT. for registration madhura@paradigm-info.com, paradigmtrainerspl@gmail.com; rajan@paradigm-info.com
Mobile: 98802 36793

Provides Training and Consulting Solutions to help your sales team sell more with higher margins. Since 1995 more than 25,000 managers and executives from 1000+ organizations in India, SAARC, Gulf region and Malaysia have benefitted by our programs.