Solutions and Value Selling

Introduction

In today’s marketplace, customers have numerous choices due to the vast amount of information available and their increased knowledge about the products or services they want to buy. Sales agents must shift from merely pitching to engaging in interactive conversations that present solutions and value. In this context, it’s essential for agents to identify the problems, needs, and challenges their customers face in order to offer unique and appealing solutions that encourage quick decision-making. Solutions and Value Selling have emerged as effective sales strategies for negotiating with well-informed customers who have many options. This approach is ideal for agents looking to close deals efficiently.

Purpose of the module

The purposes of this module are as below:

· Be able to understand core concepts of Solution and Value Selling

· Adapt and apply key roles of sales agents for Solution and Value Selling

· Be able to compare the differences between Solution and Value Selling

· Be able to understand and define the core elements of Value Selling

· Adapt and apply key principles of Value Selling

· Be able to understand how to best use of the Solution and Value Selling

Main contents of the lesson

Clip 1 – Course Objectives

Clip 2 – Concepts of Solutions and Value Selling

Clip 3 – Roles of Sales Agents

Clip 4 – A Must-Do of Solution and Value Selling

Clip 5 – Differences between Solutions and Value Selling

Clip 6 – Core Elements of Value Selling

Clip 7 – Principles of Value Selling

Clip 8 – The Best Use of Solution and Value Selling