Value Selling Training for B2B | PricePoint Partners

Leverage Your Value

Getting your fair share of price is dependent on your sales team’s ability to sell your value. A stronger case for value directly translates into the price level you capture from your customers.

Selling for Profit is a specialized training and coaching program for sales professionals that teaches your front line teams how to recognize and leverage measurable value in every sales transaction. This isn’t sales training 101.

Your sales team will roll up their sleeves in a highly interactive program to identify and measure the economic value your business delivers. Specialized tools are employed to support your value model from economic value estimation through effective value communication. Learn how to present your value case and keep buyers focused on economic benefits instead of just price.

Defend Your Price

The objective for buyers is to maintain supply and reduce costs. And, they and are well trained on tactics to get sales people to cut prices.

When your competition uses price to close deals, it’s tempting to drop your price. Someone will always sell at a lower price. Understanding and selling your value creates a competitive advantage and protects your price. And, it protects your customers from buying from cheap competitors.

Selling for Profit equips sales professionals with the strategies and tactics to defend prices and win price negotiations. Excessive price discounting may help close sales but devastates profit margins. Equip your team with negotiating strategies to protect prices instead of simply discounting. Learn how to leverage buyer risk and what strategies to employ when a buyer pushes back on price.

Buyers are pushing your sales team to view your product as a commodity.

Measure Value Performance

Training your sales team to effectively manage pricing challenges in the marketplace is a great start. But, how will you know if the program is successful?

Selling for Profit delivers post-training reporting that measures price performance down to the sales rep level. No more guessing on training effectiveness. See exactly how each participant is affecting prices and profit margins. Recognize the high performers and offer additional support to underperforming personnel.

Your Sales Team Doesn’t Fully Grasp the Value of Your Products and Services

We Can Help

Contact sales training speaker Ralph Zuponcic today about our Selling for Profit™ sales and price negotiation program, and explore how “value selling” training can revitalize your sales efforts.

Client Success Story

How to break away from being a commodity.

Your sales team holds the key.

Here’s why …

Testimonial

It was a great investment that paid multiples in profitability.”

Bob Oborn

President
Kent Elastomer

PricePoint Partners

Value Selling Training

Sell Your Value. Defend Your Price. Measure Performance.

Capture the Prices That You Deserve