Strategic Process-Based Value Selling, or SPVS, is a one-of-a-kind value selling program that provides sales professionals and managers with a methodology to create a value selling strategy for each sales opportunity, based on the way customers internally assess value and create internal business cases.
Special focus of the class is on the assessment of the customer’s needs, and complexity of their buying process.
Participants learn how to present value at all levels of an organization—from the technical teams to the CEO and CFO—and how to present their solution with a sense of urgency.
SPVS is also highly recommended for companies that already use ROI and business case tools, and that want to achieve a higher utilization of their value selling tools.
SPVS can be conducted as a two-day on-site program for a team of sales professionals; including multiple exercises and a half-day role-plays session; or as a condensed five-hour virtual program.
Who should attend? For individuals involved in business-to-business selling, such as Account Managers, field and inside Sales Professionals, Solution Architects, Pre-Sale Consultants, Sales Managers, and Sales VPs, who need to present the economic and strategic value that solutions and services create for their customers.
Contact us by completing the information on the form on the left side of this page to receive a brochure and/or executive presentation on the Strategic Process-Based Value Selling training and certification program from Glomark-Governan!