From meeting demand to creating demand
A value-added sales workshop for an experienced sales team at a global leader in IT and networking.
The client
The client is a global leader in IT and networking and one of the world's leading providers of network solutions. It helps companies turn network applications into strategic assets and gain a competitive advantage.
The challenge
The company wanted to move its sales people from demand-meeting selling to demand-creating insight selling, with a focus on adding value for clients.
Value-added sales people must identify opportunities, sell the application that best fits the client's situation and know how to sell to each type of buyer. The programme was tailored for experienced sales team members with a new focus on selling hardware, software and services.
What we designed
ClarkMorgan delivered a Value-Added Sales Workshop that follows the full sales process.
The programme covered
- Introduction to value-added selling
- The value-added selling attitude
- Identifying buying influences
- Preparation before the sales call
- The first meeting: creating a professional sales image
- Qualifying customer needs
- Positioning your solutions
- Closing and negotiation
- Follow-up service to ensure successful implementation
The result
The course gave the sales team a market-proven approach to selling customers on the value of a product.
Sales people learned to express product value in the client's terms, shape a pitch around the client's needs and close the deal. It gave them the tools and confidence to make price a smaller part of the conversation.
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