COURSE INFORMATION
The Heart of the Matter
For business owners and sales professionals who would like to sell more, more often and at more acceptable margins.
- Would you like to double your sales conversion rates?
- Maybe you would like a 30% increase on appointments with you ideal prospects?
- Perhaps you would like to be totally credible and fully prepared for every sales meeting?
- Do you want complete confidence that you will hit your quarterly and annual sales targets?
Then you absolutely must be having conversations at The Heart of The Matter with your prospects and customers. In order to do this, a powerful Value Proposition is a must-have tool to guide you and your prospects through the sales process toward a successful conclusion.
Creating powerful Value Proposition
The modern environment presents new challenges to the business-to-business sales professional. To close deals faster, at acceptable margins, sales people need more specialised skills, knowledge and behaviours.
In this unique, intense one-day workshop, Glen Williamson will guide you through creating powerful Value Propositions for a clear competitive edge so that every sales conversation you have is at the Heart of the Matter and resonates with your buyer such that they are compelled to say, 'Yes, What's Next!'.
"I would thoroughly recommend this course – it inspired me to sell with more confidence. The sessions were excellently presented as were the working exercises. I can now move forward in my business with greater clarity of thought with a simple approach for winning more business."
M.D. FM Group
Course outcome
By the end of this workshop, you will be able to:
- At least double the amount of opportunities in your prospect pipeline
- Create a Trusted Advisor relationship with your ideal prospects
- Reduce your Sales Cycle by 30%+
- Identify the critical factors motivating your customer to buy
- Craft practical game-changing Value Propositions on a page
- Have Value Based conversations that resonate with your client
- Add the missing piece between Problem and Solution that will boost your credibility and close rates
- Use the 3 must-have conversations for successful selling
- Use your Value Propositions simply and effectively across all of your sales activity
...and so much more
“Glen’s course enlightened us and transformed our approach to selling. All of our key performance indicators have increased as a result and on the back of the course, we closed three major deals that we were struggling to get over the line. Now that we are having conversations at the heart of the matter, our prospect pipeline is more dynamic and meaningful than ever.
Global VP Sales, Mercator International