Value Propositions

“This workshop has been designed to equip participants with the appropriate techniques in making a presentation and in consultative advisory skills."
Overview
- Establishing trust and building rapport with the client
- Understanding customer needs (probing)
- Influencing style communication skills
- Contextual listening and connecting the dots
- Communicating/presenting solid and confident solutions in a presentation and pitch book presentation
Workshop Contents
- Establishing Rapport: Get to Know the Customer and adapt to the audience
- Develop Content and, Prepare the Solution
- Passionate Delivery
- The Use of the Presentation Aids
- The 4- Step Process for Meetings
- Handling Questions & Objections
- Negotiation and Closing
Duration
2-day or 3-day workshop
Learning Outcomes
- Explain the nature and scope of customer relationship management, focusing on the value proposition and the role of the sales person
- Identify strengths and weaknesses in the customer’s situation in order to determine opportunities and solve problems
- Communicate the recommended strategies, benefits and risks – through the use of written, verbal, interpersonal, and media related presentation skills/techniques