ValueSelling Framework® for Retail

Practice Framework concepts in a lively, practical workshop

Instructor-led Training

When we bring the ValueSelling Framework® into an organization, we typically start with our on-demand course, eValueSelling Framework® Fundamentals. Then, your sales staff experiences a lively instructor-led workshop built around a case study created just for you. After the workshop, we recommend our ValueSelling@Work video reinforcement program that delivers a short video each week for 14 weeks on critical Framework concepts.

The ValueSelling Framework® Program:

The classroom experience is critical to the development of new skills and behaviors. Our design includes multiple exercises and practice opportunities. We are participant-centered and are completely focused on the student’s experience and real-world sales challenges.

Our programs are activity-based, not lectures. Each of our facilitators is a former sales leader who can illustrate our concepts and principles with credible real world stories and expertise. The instructor-led workshop will focus on application of the ValueSelling skills through a simulated sales situation. The objectives of the workshop includes:

  • Identifying Business Issues. In retail, they are generally grow revenue and market share
  • Discerning retail problems:
    • Retail sales are transactional and sales reps are not selling the breadth of the product line
    • They only engage on price
    • They equate good price with value
  • Seeking your ideas for solutions. For example:
    • Teach reps to ask better questions and create need for additional products/services
    • Structure engagement conversations for maximum impact
    • Augment product training with sales training
    • Focus on personal value – what is most important to the customer/prospect and connect to that
  • Quantifying Value:
    • Maximize every engagement and add value to every conversation
    • Increase sales in all product lines
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