Value-Based Selling Training
87% of high-growth companies take a value-based approach to sales.
Based on a research study by ValueSelling Associates, Inc., “87% of high-growth companies take a value-based approach to sales compared to 45% of negative-growth companies.” We help our clients to learn and consistently execute the value-based selling methodology. By focusing on buyer value in every step of the sales process, our clients are more successful.
We can offer Value-Based Sales Training for your team to develop the necessary skills to move away from Product-Driven selling and start creating Buyer-Value Driven strategies.
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Value-Based Selling Training
Grow with Winalytics
Our content strategy and sales enablement training helps clients unlock the power of personalized buyer journeys. Research reveals that companies that master buyer personalization grow 40% faster than their peers. Our clients achieve this growth because they know how to execute a winning content strategy. Their buyers get the right content at the right moment with messaging that is consistent across all channels. Our clients invested in their sales enablement content engine, and now they are able to achieve buyer personalization at scale.
Our Services
How We Can Help
Timeframe & Deliverables
- 3 months of training and coaching
- Value-Based Selling Playbooks for your company, market, buyers
- Bi-weekly team training sessions
- Bi-weekly paired or small group coaching
Specific Topics Covered
- Developing Value-Based Selling Skills
- Prep and execution of a Three-Part Sales Meeting.
- Guiding the customer through value discovery to establish their why for purchasing
- Using “micro-presentations” rather a product pitch to personalize buyer value
- Establishing the next commitments to build momentum and qualifying deals
Value-Based Selling Training
Insights and Expertise
Running a Three-Part Meeting
In a noisy and competitive buyer environment, mastering the ability to prepare and run three-part meetings can substantially accelerate your deal velocity. Learn how to personalize each conversation to maximum value to your buyers and increase sales effectiveness. If you dedicate just a small portion of your work week to preparing three-parts of each sales you will optimize your meeting results.
Securing Next Commitments
Securing next commitments in each sales meeting is your #1 driver of deal velocity.
Most methodology implementations failed for a simple reason. They focused on the seller, not the buyer’s journey. To close more deals faster, use “the last 10 minutes” of every call to ask your buyers to take actions that move you both closer to a partnership…and a close!
Value-Based Selling Training
Sample Plays
Three-Part Meeting Checklist
Learn how to effectively prepare for a successful discovery call by breaking it down into distinct phases: value discovery, personalizing value, and securing next commitments and mutual next steps. By setting clear objectives for each phase, you can aim for specific outcomes and track your progress.
Three-Part Value Discovery
Most buyer discovery fails because it is shallow. It never gets beyond high-level questions on goals and priorities. Value discovery, on the other hand, uses several levels of questions to help you and your buyer identify exactly what they care about most and what will motivate them to purchase.
Buyer Success Statement
Deals with the highest velocity and close ratio anchor on a buyer success statement. Envisioning a more successful future different than the current state brings emotional energy into a sales conversation. The buyer’s success statement should be captured, refined and reiterated throughout the deal.
Success Story
“We were in the process of building a ‘cookbook’ to sharpen our sales conversations and scale our sales team. Winalytics brought dedicated focus and expertise to dramatically accelerate this process.”
Mark Atkinson, CEO, Mursion
