VALUE SELLING
to CREATE
IRRESISTIBLE OFFERS

A SALES COMMUNICATION LEARNING PROGRAMME AVAILABLE FACE-TO-FACE, VIRTUALLY OR AS AN E-LEARNING

Available as a consultancy service where we create your value proposition for you!

Price wars are always a race
to the bottom. The biggest danger is that you might win.

– Seth Godin

 

Why do this?

Ask most sales people what their biggest headache is and 9 times out of 10 they’ll say: “Price”.

Price concerns can fill even the most determined, confident and successful sales person with doubt; and we often get asked questions like these:

“What should I do when I get rejected because of price?”

“How can I convince prospective customers that we’re worth paying more for?”

“How can I stop losing out to cheaper price offers from our competitors?”

However, what many sales people don’t realise is that the power to successfully get past their customer’s price objections is completely within their power. Price is only half of the story; and what’s more, it is not the key factor in your customer’s decision to buy – no matter what they might tell you.

What your customers are really looking for is value. If you can show your customers that they can get astonishing value by shopping with you – value which they had always dreamed of – then their price objections will rapidly vanish.

Unfortunately, most sales organisations are absolutely hopeless when it comes to creating and communicating value propositions which excite and engage their prospective clients and make their offers irresistible. As a result, they get stuck in a price war with their competitions and a race to the bottom.

CREATE OFFERS WITH MAXIMUM VALUE FOR YOUR CUSTOMERS BY SOLVING THEIR PROBLEMS AND DELIVERING THEIR DREAM OUTCOMES SO YOU CAN GET THE BEST POSSIBLE PRICE

What are the benefits?

You will start by gaining a complete understanding of your prospective customer’s most painful problems and their most desired solution. By walking a mile in their shoes and learning to speak their language, you will be able to build a powerful relationship built on empathy, liking and trust.

You will master the art of crafting the best value propositions which will instantly get the attention of your prospective clients, show your uniqueness and advantages over your competitors and make them want to hear more. In addition, you will learn how to create the very best value adds which will cost you very little but make the customer eager to buy from you.

Furthermore, you will learn how to communicate the value of your irresistible offer to customers with confidence, fluency and success in your spoken and written communication so that you can get as far away as possible from arguments about price when in your sales communication.

Call us on +44 (0) 7914 691 549 or email us at hello@elcconsultants.co.uk to talk to
a Learning Advisor about this programme

Key Content

  1. The 5 fundamental differences between Consultative Selling and normal Transactional Selling and how to become a Consultative Seller so you can develop long-term, lucrative relationships with customers
  2. Utilizing our unique Customer Segmentation and Needs Analysis Tool to define your prospective customer’s real needs as well as their most painful problems and most desirable solution
  3. The 6 essential components of the best Unique Value Proposition which differentiates your superiority over your competitors, make you the go-to expert and make customers happy to pay premium prices
  4. Tailoring the benefits of your offer to address customer’s pains and gains so they see you as the best fit solution provider and are eager to pay premium prices to buy from you
  5. Creating a powerful bond of trust and liking with customers while making them open to buy by leveraging a psychological technique for active listening along with the 4 Consultative Selling Question Types

This is a practical and engaging workshop backed up by robust theories from psychology and communication theory and with role-play exercises replicating the exact challenges you will face on the job.

BasketBall

Stop price from being the key criterion customers use
to decide between you and your competitors by creating irresistible offers which give them what they want

I expected the EMPOWERED AUDIT REPORTS workshop to be a very dry and theoretical course with instructions on how we write reports in Vodafone.

But to tell you the truth, I came home and I said to my wife: “Susan, today I’ve had the most amazing training I’ve ever had!” – and I’ve had some great training!

The training was fantastic – the difference being that the trainer really knew how to bring the message across. The training was very interactive. It not only taught me how to write in the most efficient and professional way but also how to make a powerful connection with the reader.

All in all, we not only learnt how to write reports, but we also learnt how to communicate effectively which I think is the key. That was the real added value of this course.

Dominique Pauwels
Senior Internal Auditor
Vodafone

As a training experience, EMPOWERED FINANCIAL REPORTS took our attention from the very start – not just me, but the whole group.

People were saying: “Wow! It’s 9 o’clock on the day of the first session and we have already defined exactly what the key problem is with our report writing.”

I would definitely recommend this financial report writing training. It’s not just about the books and the materials, but it’s important to learn things that you will remember at work and know how to use.

I immediately applied what I learnt from the training into my real business life. The expertise of the trainer and how the training was delivered was the key to success here. What is delivered is important, but how it was delivered was what I would also like to recommend. In this sense, it was better than 99% of the training I have had till now.

Emre Tor
Corporate Business Account Manager
HSBC

The reason why I chose this training is because I’m writing emails every day – thousands of them! I’ve been trying to handle this volume of writing in the best way possible using some templates which I’ve created, but I wanted to gain more power and control over my word choice.

The training was long enough, and the content was very rich. Also, the Self-Study Tasks and Toolkit were all real lifesavers. I would definitely recommend TOTAL WORD POWER to everybody. After the training, I said to myself, “I wish I’d had this beforehand. So I advise all HR professionals to offer this to the employees in their companies; especially as early as possible in their careers.

What’s more, the TOTAL WORD POWER trainer, Andy Kovacs, was brilliant. He knew how to put the right focus on the training topics and how to keep attention high throughout. He gave the right amount of information, and his performance was meticulous and very impressive. It was a great experience – interesting, engaging and interactive!

Selcuk Candas
Deputy Head of Internal Audit
DenizBank

I think that the topic of report writing is absolutely crucial and, to be honest, I thought that it could not be taught. Writing skills are learnt through on-the-job experience and they are not an easy skill to acquire. EMPOWERED AUDIT REPORTS completely changed my opinion on this and now I’m spending all of my effort to use all of the writing techniques that I learnt.

How to make your sentences shorter; how to get rid of unclear sentences which can confuse the reader; eliminating jargon and terminology; and how to be more economic in the report – these were the most important report writing lessons which I learnt from the course.

But this training offered so much more than just report writing techniques. We learnt so much about the wider subject of effective communication.It’s essential to understand what your stakeholders want to see in your report and to fulfill these objectives. This is a big part of our mission and the course really helped me with this.

I loved that it was so interactive. You have theory and then you have direct participation, so we put what we had learnt straight into practice.

What I also really loved was the trainer’s exceptional presentation techniques. Just attending the training has taught me so much about how to present and how to build up my message logically and make it get through to my audience.

I immediately recommended this training to my line manager, Guido, and to our Country Head. I told them: “You must participate in this training because I’m now going to be using these great report writing techniques which you’re not even aware of.”

Zoltan Gamos
Compliance & Antibribery Manager
Vodafone, Hungary

In my job, I generally communicate with people by writing emails – and it’s really important that the information which I give is short, clear and well-explained. However, when I choose words in English, my explanations often get long.

TOTAL WORD POWER helped me to solve this. I learnt how to choose the right words – professional and sophisticated words – so my emails have become more economic and the writing process has become faster and more efficient. So I’m doing my job so much faster than before.

The delivery of TOTAL WORD POWER was very clear and detailed. Also, it was very visually engaging, so this helped to keep my interest throughout the 2 Live Learning Webinars. It was very practical and it was very interesting.

I would definitely recommend TOTAL WORD POWER to anybody who needs to write lots of emails in English in their job.

Emre Altinoglu
Customer Services Country Manager
Siemens

Bespoke communication learning programmes
to take your performance to the ultimate level

How can you join?

GroupProgramme

You can train your people in-house

... in one of our GROUP LEARNING PROGRAMMES

OpenCourse

Or you can take one of our OPEN SESSIONS in London

VirtualCourse

You can even take a VIRTUAL PROGRAMME

... WHENEVER and WHEREVER you want to

Coaching

We even coach your TOP DOGS!

ROI

EMPOWERING

your organisation's

COMMUNICATION

How do we work?

We have a comprehensive catalogue of bespoke learning programmes to help busy professionals master their leadership communication and technical communication. In addition, we offering fast-track options for non-native communication development for global professionals who do not speak English as their mother-tongue.

All of our programmes are supported by the latest insights from adult learner theory and the 70:20:10 model.

What is more, our programmes are delivered by expert consultants who are thought-leaders in their fields and possess a wealth of experience in both the business environment and formal learning settings.

All of which guarantees maximum ROI for your organisation.

70: 20: 10 Model

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