{"id":7281,"date":"2022-11-09T19:39:53","date_gmt":"2022-11-10T00:39:53","guid":{"rendered":"https:\/\/www.salesrenovations.com\/?page_id=7281"},"modified":"2023-01-09T14:28:22","modified_gmt":"2023-01-09T19:28:22","slug":"training","status":"publish","type":"page","link":"https:\/\/www.salesrenovations.com\/training\/","title":{"rendered":"Training"},"content":{"rendered":"\t\t
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Articulating and defending your differentiating value proposition<\/h3>\n
    \n
  • What is a Differential Value Proposition<\/li>\n
  • What is my value proposition<\/li>\n
  • What is different about it<\/li>\n
  • What is better about my product<\/li>\n
  • What is better about my company<\/li>\n
  • Why am I better than them<\/li>\n
  • If you can\u2019t say it, you can sell it<\/li>\n
  • Show – don\u2019t tell<\/li>\n<\/ul>\n

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    The Question Ladder<\/h3>\n
      \n<\/li>\n
    • What do you do<\/li>\n
    • What is your role<\/li>\n
    • What do you want<\/li>\n
    • Why do you want it<\/li>\n
    • Why don\u2019t you have it<\/li>\n
    • What happens if you get it<\/li>\n
    • What does success look like<\/li>\n
    • What is it worth<\/li>\n
    • How can we help<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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      Sales Methodologies<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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      Client Value<\/h5>\n
        \n
      • What represents value to the client<\/li>\n
      • How does my solution deliver client value<\/li>\n
      • What are value levers for the client\u2019s industry<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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        Solution seliing<\/h5>\n
          \n
        • Client Vision<\/li>\n
        • If\u2026then\u2026so what<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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          Strategic selling<\/h5>\n
            \n
          • Plan for: Accounts, Deals, Relationships<\/li>\n
          • Qualification: Winnable deal worth winning with customers worth having<\/li>\n
          • Roles: Technical, Admin, User, Economic, Executive Buyer and Coach<\/li>\n
          • Motivation: costs, revenues, competition, market and organizational change, regulation\u2026\u2026<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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            Power Based Selling<\/h5>\n
              \n
            • Relationship management<\/li>\n
            • Relationship mapping<\/li>\n
            • Power Center Identification<\/li>\n
            • Who \/ Whom (Lenin)<\/li>\n<\/ul>\n

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              Business Case Development<\/h3>\n
                \nWe help understand what a business case is, how be ready with yours. A good business case:<\/p>\n
              • Understands the client value<\/li>\n
              • Is ready when you need it<\/li>\n
              • Models where data is unavailable<\/li>\n
              • Understands firm economics<\/li>\n
              • Understands the competition<\/li>\n
              • Builds in Revenue. Costs, Quality, Risk Management<\/li>\n
              • Raises sponsor profile \/ prestige internally <\/li>\n
              • Is owned by the client<\/li>\n<\/ul>\n

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                Social Media and eMail<\/h3>\n
                  \n
                • How to use them<\/li>\n
                • What are they good for<\/li>\n
                • Building a personal brand<\/li>\n
                • How do customers use them<\/li>\n<\/ul>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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                  Articulating and defending your differentiating value proposition What is a Differential Value Proposition What is my value proposition What is different about it What is better about my product What is better about my company Why am I better than them If you can\u2019t say it, you can sell it Show – don\u2019t tell The<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"footnotes":""},"class_list":["post-7281","page","type-page","status-publish","hentry"],"_links":{"self":[{"href":"https:\/\/www.salesrenovations.com\/wp-json\/wp\/v2\/pages\/7281","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.salesrenovations.com\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/www.salesrenovations.com\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/www.salesrenovations.com\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.salesrenovations.com\/wp-json\/wp\/v2\/comments?post=7281"}],"version-history":[{"count":63,"href":"https:\/\/www.salesrenovations.com\/wp-json\/wp\/v2\/pages\/7281\/revisions"}],"predecessor-version":[{"id":7658,"href":"https:\/\/www.salesrenovations.com\/wp-json\/wp\/v2\/pages\/7281\/revisions\/7658"}],"wp:attachment":[{"href":"https:\/\/www.salesrenovations.com\/wp-json\/wp\/v2\/media?parent=7281"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}