The Professional Selling Framework

• The Changing Business Environment
• The New Roles of the Salesperson
• The Customer-Oriented Attitude

Value-Added Selling

• The Value-Added Organization
• Value: What Is It?
• The Value-Added Salespeople
• Uncovering the Customers' Real Needs and Wants
• Understanding the Buyer Decision Process
• How People Make Choices: Identifying Differentiators
• Understanding Soft and Hard Differentiators
• Vulnerability Analysis
• Sales Negotiation: How to Offer Concessions and Agree on Terms

The Value-Added Sales Process

• Presale-Planning
• Transition-Acquisition
• Postsale-Usage
• Offensive Selling Mode: Pursuing New Business
• Defensive Selling Mode: Protecting Existing Business

Value-Added Strategies

• Recognizing Opportunities to Add Value to the Client's Business
• Penetrating Targeted Accounts at Different Levels in an Organization
• Influencing the Customers' Buying Decision through Differentiation
• Offering Creative Solutions and Options
• Countering and Reducing Price Objections through Value-Added Propositions
• Supporting and After-Marketing
• Tinkering
• Value Reinforcement

The Value-Added Selling Format

• Understanding the Stages of Value-Added Selling
• Developing Stronger Relationships with Customers
• Value-Added Selling Tactics
• The Role of Effective Communication in Value-Added Selling