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