Strategic Selling and Value Propositions for Business-to-Business (B2B) Companies

Training course overview

Are you lowering your prices in order to win business? If so, this is the ideal course for you. It will help you to break the cycle of reducing margins and help you to offer superior value that customers are prepared to pay for.

The examples used on the course are real-life examples taken from B2B companies that were previously under severe price pressure, but are now able to charge a premium for their products and services.

Learn how you can also shift your position and sell successfully, even when competitors offer lower prices, by adopting strategic selling and delivering compelling new value propositions.

What are the goals?

By the end of this Coventry Academy Training Course, you will be able to:

• Create a Consistent Sales Strategy
• Design Stronger Value-Propositions that Overcome Price Competition
• Gain Support Internally to Achieve Your Sales Targets
• Develop Stronger Customer-Relationships That Win Preference
• Offer Superior Value to Customers and Charge Them For It

Who is this training course for?

This Coventry Academy Training Course is suitable to a wide range of professionals but will greatly benefit:

• Managers and Directors who Want to Manage Sales Strategically
• Sales Teams that Need to Adopt Strategic Selling
• Executives Required to Create Value Propositions
• Communications Executives who Want to Communicate Strong Value Propositions
• Managers who Want to Build Stronger Relationships with Customers
• Experienced and New Sales Executives

Course Outline

Amongst a wide range of valuable topics, the following will be prioritised:

• How Purchasing is Changing in B2B
• How Strategic Selling Works and How to Apply It
• Winning Preference with Decision Makers
• How to Influence the Customer’s Specification
• Creating Powerful Value Propositions
• Justifying Price and Protecting Your Profit Margins
• Building the Right Relationships
• Winning Negotiations by Showing Superior Value

The certificate

• Coventry Academy Certificate of Attendance will be provided to delegates who attend and complete the course