FEDA Learn Institute
Value-Added Selling: Full Eight-Part Series
- Registration Closed
FEDA distributor member companies that purchase the full series package may sign up multiple individuals in their organization to attend the sessions for a single registration fee of $800. To add individuals to the registration, please email George Maul at [email protected].
This eight-part live webinar series will provide distributors and their sales teams with the skills and confidence they need to implement the value-added selling process, which follows the philosophy of "add value, not cost; sell value, not price.”
Individuals who complete the eight-part live webinar series will learn the following:
- Define Value-Added Selling and explain why it makes sense for your organization
- Detail your value-added services and articulate this persuasively to prospects and customers
- Describe the buyer’s Critical Buying Path®
- List the customer’s unique set of needs at each stage of the Critical Buying Path®
- Discuss the skill sets needed at each step of this path to advance the sale
- Clearly define the ideal prospect
- Clearly define what makes your solution different
- Discuss the four-step, value-added sales call
- Name and demonstrate the three strategic questioning areas
- Describe persuasion strategies and how to apply these to your product or service
- Describe how to close with confidence
- Respond effectively to price resistance
- Demonstrate their newly acquired skills in a group role-play situation
Participants will earn 8 credits toward a sales strategies certification.
Paul Reilly
Speaker, Author, Sales Trainer
Tom Reilley Training
Paul Reilly is a speaker and author of books such as Selling Through Tough Times. Reilly has more than 15 years of B2B selling experience and his success qualified him for the Hilti Master’s Club in 2010 and led to his induction into Hilti’s Three-million-dollar Sales Club a year later. Throughout his career, Reilly has embraced a value-added message – the idea that companies are their most competitive and profitable when they sell value rather than lower prices.
Key:
Complete
Next
Failed
Available
Locked