Value Propositions

“This workshop has been designed to equip participants with the appropriate techniques in making a presentation and in consultative advisory skills."


  • 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


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

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