Communicating Value is an innovative new program designed to provide sales professionals with the interactive communication skills required to deliver exceptional value to their customers. Going beyond basic presentation skills, Communicating Value focuses on ways in which sales professionals can engage customers in interactive discussions that clearly convey the value they can provide. The program includes extensive practice using information from participants' actual accounts, sales materials, and value proposition. Participants practice using these new skills and develop specific plans for putting the skills into action.
Communicating Value helps salespeople:
-
Assess
their current communication skills
-
Learn
about the mind of their audience
-
Learn
and follow a model for highly persuasive presentations
-
Leverage
the use of interactive techniques in their presentations to
increase impact and relevance
-
Build
skill using high-impact questions to engage their audiences
-
Refine
their listening skills
-
Improve
their verbal presentation skills
-
Enhance
their ability to use mental models and visual aids both proactively
or in an ad hoc fashion
-
Use
a variety of planning tools and skill guides
-
Coach
key principles with their peers and/or direct reports
-
Build
fluency back in the real world through access to an inside
or outside coach
