A Seller’s Look at Value Propositions: Monetizing Your Solution
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View full recording below!
In this webinar, Mike Wilkinson of Axia Value Solutions will be taking a seller’s look at Value Propositions. Many Value Propositions have no monetary component, and are generally a little more than wishful thinking; to articulate a powerful Value Proposition, sales people need to really understand the customer, the things that are important to them, AND the monetary impact. Watch as Mike discusses:
The “Basic Business Challenge” and how it falls short
A simple, four step Value Sales Process
What a Value Proposition is supposed to do
The 3 C’s of the Value Proposition
Monetizing the Value Proposition – adding the rocket fuel!
Mike Wilkinson
Mike Wilkinson has over 25 years of world-wide training and consultancy experience, and was the 2013 Training Journal award winner for best sales programming. Mike is the co-author of The Challenge of Value and Value-Based Pricing (McGraw Hill 2012), and has written many articles on managing major sales and value. He is a Fellow at the Institute of Sales and Marketing Management, and a member of the Professional Speakers Association and the Global Speakers Federation. His focus at Axia Value Solutions is working with sales teams helping them to find new ways of understanding and communicating value so that money isn’t left on the table, and they are rewarded for the value they deliver.
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