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What Is Value Selling?

Whether you’re an executive sales leader, sales manager or sales rep, value-based sales training that utilizes the ValueSelling Framework® creates a common language for greater forecast accuracy, powerful deal reviews, and effective sales coaching. With value selling, you can quickly: 

1.

Accelerate your
sales results.

2.

Realize higher
productivity

3.

Upskill your
entire organization

Value Selling with the ValueSelling Framework®

ValueSelling Associates is the creator of the ValueSelling Framework®, a proven formula for accelerating sales results.

The ValueSelling Framework is a simple process to manage the conversation with prospects and customers, and develop a mutual understanding regarding how you and your organization can add value to the buyer and their business. With this conversational framework, you can compete confidently on value, not price, using a time-tested, easy-to-adopt methodology with decades of proven results.

The ValueSelling Framework is based on simple, repeatable steps that fit into your existing sales routine. The Framework is the first and only methodology with a toolset integrated throughout the entire sales cycle. The toolset saves time, effort and resources in all selling situations.

Armed with it, you can:
  • Rigorously qualify prospects and eliminate the “no decision” sales cycle
  • Efficiently prepare for sales calls
  • Ask the right question in the right order at the right time
  • Properly differentiate the breadth of your products and services
  • Build insightful prospect profiles that increase your credibility

Its simplicity allows you and your team to:

bar chart

Increase revenue

Eliminate discounting

Eliminate discounting

Grow deal size

Grow deal size

016-team

Access decision makers

Close bigger deals faster

Close bigger deals faster

increase forecast

 Increase forecast accuracy

For Sales Teams  

Leveraging the ValueSelling Framework® as foundational sales training, we work with teams to create a revenue vortex. Accelerate the process of finding, qualifying, educating, selling and closing new opportunities.

All departments play a vital role in new customer acquisition and expansion of existing customers, yet they rarely share a common framework and language – until now.

  • ValueSelling Framework®: Learn how to engage, qualify, advance and close opportunities through value-focused questioning techniques in this engaging instructor-led workshop. Customized for sales teams and customer-facing professionals.
  • Vortex Prospecting™: Use this repeatable, cadence-based approach to land more meetings. Applicable to account-based, market-based, geography-based or telesales. 
  • Sales Account Planning: Apply the ValueSelling Framework® to increase revenue from existing accounts and target new enterprise accounts.

 eLearning Courses

  • Executive Speak™: Increase your business acumen and financial literacy. Boost your confidence, engage with decision-makers and gain access to the corner office. 
  • eValueSelling® Fundamentals: Familiarize yourself with the ValueSelling vocabulary, terms, processes and concepts in less than 3 hours. 

For Leadership & Managers

You want more customers, higher margins, more market share.  Your shareholders demand more value, more return. Your employees want a clear vision and culture that recognizes their achievements and provides them the opportunity to grow and excel.

Regardless of your current challenge – more leads in the pipeline, higher win rates, more consistent team performance – we have a solution for leadership. 

  • Coaching the ValueSelling Framework® for Managers: Gain essential tips to ensure your success by coaching your teams to maximize the ValueSelling Framework® in pre-call planning, post-call debrief, creating demand and closing the deal.
  • Coaching Vortex Prospecting™ for Managers: Learn the best practices in developing your team's prospecting and qualifying skills. Then, reinforce the consistent execution of these skills with an implementation plan. 
  • Custom Training on Account Management, Territory Management, Change Management and more. 

Training Reinforcement Tools   

  • ValueSelling@Work® microlearning is the bridge between the classroom and your next sales call. Help your salesforce build skills, reinforce habits and achieve results immediately following their training experience.
  • eValuePrompter® 6.4: This cloud-based tool, that integrates with any SFA or CRM system, is an online playbook that empowers your teams to qualify prospects, conduct team selling and execute a consistent sales process, more efficiently.
  • The 360° Profile Builder™: An interactive tool that leads individuals through targeted questions about their buyer with answers mapped to the ValuePrompter® so reps are ready to engage in more effective sales calls with high-level executives.
“The ValueSelling Framework is relevant to all sales environments and customer-facing roles. In fact, leading enterprises use the ValueSelling Framework as a common language, process and playbook across all divisions, globally.”

In a world where everyone “sells,” this proven approach has been successfully adopted throughout roles in:

  • Sales
  • Strategic Accounts
  • Business Development
  • Product management
  • Customer service
  • Consulting
  • Marketing
  • Enablement
  • Operations

How We Train

The delivery of the ValueSelling Framework includes a tailored mix of on-demand eLearning courses, live instructor-led workshops and video reinforcement on nearly every continent and in over 16 languages.

Because adults acquire skills most effectively by doing, our programs are activity-based, not lectures. Our expert associates create custom workshops and case studies that apply the ValueSelling skills through a simulated sales situation.

Each of our facilitators is a former sales leader who can demonstrate the ValueSelling concepts and principles with credible real-world stories and expertise.

To discover more about how the ValueSelling Framework process works, contact us. A ValueSelling associate will contact you to discuss what’s going on in your business and discover together whether the ValueSelling Framework is the right solution for your organization.

The ValueSelling Framework—it works.

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