Sales training: value proposition and selling techniques

Empowering your sales team through a powerful value proposition statement and key selling techniques to boost sales

Did you know that 72% of new products that companies launch fail?

In a buoyant market, your sales team should be able to generate 9 times what they cost you – but sadly, 7 out of 10 products that are taken to market fail, sometimes because the product isn’t good enough, but usually because the company selling the product struggles to effectively articulate why it meets the market’s needs resulting in poor sales.

It is no secret that poorly performing sales teams are costly to any business, and sales teams need to be armed with the strongest pitch possible to maximise sales.  In this highly interactive training programme, your sales team will be put through their paces as they gain a much deeper understanding of the value they are offering your customer, and how to articulate the benefits of your product in a language that resonates with your market.  They will build their confidence in pitching, presenting and selling, as they take part in a variety of speaking exercises, with tips, guidance and feedback from an expert trainer.

What this course covers:

  • How to create a strong value proposition statement for your product / service
  • How to structure powerful sales pitches
  • Tips on how to present/sell with credibility and gravitas
  • Strategies for handling client objections
  • Core selling techniques

What you’ll gain from this training programme:

  • Increased sales as your team becomes more confident and skilled in selling
  • Confidence that your sales team are doing your products/services justice
  • A sales team who are strong and credible brand ambassadors for your company
  • A culture of success in your office that is self-perpetuating and boosts staff morale

How it works:

This is a bespoke one-day course which is tailored to the client’s needs, incorporating speaking exercises based on real life sales challenges they encounter in their roles.  We’d usually come into your office to deliver this training, and can accommodate up to 20 staff members on this training course.  For further information or a quote please email hello@lovepublicspeaking.org.

Agenda

9.30 — Course opens

Part 1: Create a powerful value proposition statement for your company/product

  • Use the Value Proposition Canvas to see your product/service from your customer’s perspective (rather than yours)
  • Test what language resonates with your market and catches their attention
  • Explore memorable metaphors and analogies to help customers emotionally connect with your product/service

(Discussion + group work)

Part 2: Practise presenting your value proposition

  • Practise a powerful 15-word value position statement
  • Practise a 1 minute elevator pitch which sells your product/service

(Pitching exercises + feedback)

Part 3: How to create a winning 3-minute sales pitch for meetings

  • Pitch structure and content – what your pitch deck should look like
  • Delivering with impact – body language and voice techniques that build rapport and inspire confidence
  • The art of presenting with gravitas
  • Tips on how to make your pitch stand out and getting your call to action right

(Presentation exercise + feedback)

13:00 — Lunch break

Part 4: Skilfully handling objections

  • Map out objections and rehearse answers that link to your value proposition
  • Tips on impromptu speaking: how to handle challenging questions with confidence

(Role play Q & A + feedback: practise answering questions)

Part 5: Core selling techniques to close more deals

  • Effective questioning to uncover your customer’s needs
  • Tips on how to close, and creating urgency around closing
  • How to pick up new business at networking events

(Role play exercises)

16.30 — Course ends

To book:

Please email hello@lovepublicspeaking.org for further information or a quote.

BACK TO COURSES

This course is delivered as in-house training for companies. For further information or a quote, please submit your email address below:

“After attending the course, I feel much more confident about pitching my business. Transformative from how I was in the morning!”Jody Vandenburg, Director, PixelPoint Group
“Everyone was very impressed, both with the content which tailored, relevant and practical.. and with the trainer, who was a very engaging presenter and had credibility as she has worked in the industry and could refer back to real life situations. She took time to listen to what we were saying in the room and give advice, not just sticking to a script.”Charmaine Russell, AMI Plastics
“A heartfelt and sincere thank you for such an inspirational and useful session earlier. I think it was the highlight of our team away day. We were reflecting afterwards how in such a short space of time we felt we gained so many practical and memorable tips and frameworks – it was delivered with just the right tone of both challenging ourselves and enjoying it too. Our team are very thankful.”
Tess Young, Director of Operations, South London Cares
“It was really useful to practice my elevator pitch and learn how to structure it. Excellent trainer – keep it up! People really need this.”Ahmed Niaz, Accountant