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- Better Negotiating
From Product Logic to Business Relevance
Value-Based Selling
Value-Based Selling is more than a sales technique. It is a strategic sales approach that connects consulting, solution development, and internal stakeholder management. Especially in complex sales, success is often not determined by the strongest argument, but by the ability to co-create a compelling business logic with the customer.
The focus is not on what is being sold, but on the measurable value a solution creates for the customer. Sales professionals learn to develop a deeper understanding of customer needs, make business objectives explicit, and translate value in a way that enables internal decision-making.
Contents of the Training
Understanding the Fundamentals of Solution Selling
Conducting a Buying Center (DMU) Analysis
Negotiating Based on Solutions
Methods
Practical training with theoretical inputs, case studies, discussion of best practice examples, exchange of experiences, work aids, checklists, and transfer to daily sales activities
Do you have any questions? Please feel free to contact us!
Understanding the Fundamentals of Solution Selling
- Overview of the elements of successful Solution-Based Selling
- What internal experiences are available for solving specific customer problems?
- Does partnering with suppliers align with the company's core beliefs?
- Analyzing needs and identifying your customers’ “pain points”
- Familiarity with questioning techniques for value-oriented needs analysis
- Planning the design of attractive and customer-oriented solutions
- Using benefit analysis as a basis for successful value selling
Conducting a Buying Center (DMU) Analysis
- How to enter the customer’s decision-making process earlier and contact new stakeholders
- Systemic analysis – reaching the decision-makers behind the scenes
- How to translate the performance packages developed by your own marketing into the customer’s world
- Understanding and leveraging the desires and motivations of decision-makers
Negotiating Based on Solutions
- Applying the Harvard Negotiation Concept
- Acting based on interests
- Developing solution variants and options
- Successfully handling customer objections
- How to make the return on investment measurable for the customer
Methods
Practical training with theoretical inputs, case studies, discussion of best practice examples, exchange of experiences, work aids, checklists, and transfer to daily sales activities
Do you have any questions? Please feel free to contact us!
Training OFFERS
We report on current topics in our blog - take a look!
Book tips
For anyone wanting to deepen their knowledge, we recommend the specialist literature from C-TO-BE. Order directly from us now.Virtual Negotiation. An Optimal Approach to Online Negotiations
Better Negotiating. The Training Book
Flexibel verhandeln. Die vier Fälle der NEGO-Strategie (German version)
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