Value-Based training for sales professionals

Take the leap and prepare to emerge as an informed, adaptable, and results-driven sales professional or enhance your team's area expertise and boost sales performance with our comprehensive training programme. Here's a brief outline of what to expect throughout the stages of this advanced training programme.

Why join?

By enrolling in our programme, you'll get a transformative learning experience designed for professionals eager to excel in a dynamic market environment:

  • Establish a strong foundation in market analysis and stakeholder relations.

  • Develop in-depth sales processes prioritising customer value.

  • Gain a competitive edge with advanced sales tools and strategies.

What to expect?

A structured yet flexible programme tailored to you or your team’s needs, conceived to empower participants with the practical skills and strategic insights needed to thrive in demanding marketplaces.

  • Workshops: In-depth sessions focused on both theory and practical application.

  • Interactive Learning: Expect active participation, role playing, and collaborative exercises.

  • Practical Tools: Access essential tools and techniques that will drive your sales strategy.

  • Ongoing Support: Post-training follow-ups to ensure successful implementation and adaptation.

Stage 1: Market Mastery and Stakeholder Mapping

Equip participants to thoroughly understand the market landscape, identify opportunities, and map key stakeholders. It will also focus on recognising knowledge gaps, confirming assumptions, and differentiating between facts and assumptions about the market and stakeholders.

    • Expect to understand the intricacies of the market.

    • Activities include questionnaires, market analysis, and stakeholder workshops.

    • Transition seamlessly into value-based selling techniques.

    1. Pre-Session Homework: Provide participants with a questionnaire or research template

    2. Initial Training Session (Workshop) to consolidate findings and identify knowledge gaps

    3. Follow-Up Session- Action planning to address gaps and set the stage for the transition into value-based selling (Stage 2).

    • Pre-session research templates.

    • Market analysis tools and frameworks (e.g., SWOT analysis, stakeholder mapping templates).

    • Presentation slides and handouts on market analysis and stakeholder mapping.

    • Group discussion guides and worksheets.

    • 1 full-day workshop plus a half-day follow-up session.

Stage 2: Practical training on Value-Based Sales Process

Train participants on the five-stage sales process focusing on value-based selling, which emphasises understanding customer needs, delivering tailored value propositions, and building long-term relationships.

  • Introduction to Value-Based Sales:

    • Overview of value-based selling principles.

    • Detailed breakdown of the five-stage sales process:

    1. Prospecting and lead generation.

    2. Discovery and needs analysis.

    3. Solution presentation.

    4. Handling objections and negotiation.

    5. Closing and post-sale follow-up.

    Interactive Training Sessions:

    • Role-playing exercises for each stage of the sales process.

    • Group discussions on real-world scenarios and how to apply value-based selling techniques.

    • Case studies to reinforce learning and demonstrate the effectiveness of value-based approaches.

    Practical Tools and Techniques:

    • Introduction to sales tools that support value-based selling (e.g., CRM systems, sales enablement platforms).

    • Customisation of value propositions for different stakeholders identified in Stage 1: Market Mastery and Stakeholder mapping

    • Training manuals on value-based selling.

    • Role-play scripts and scenarios.

    • Case study materials.

    • Sales process flowcharts and guides.

    • Access to relevant sales tools and software.

    • 2 full-day training sessions.

Stage 3: Follow-Up and Implementation of Audit Tools

To ensure that participants effectively apply the value-based sales techniques in the field and provide them with the audit tools needed to measure and refine their sales performance.

    1. Field Application Review:

      • Conduct a review session where participants share their experiences applying value-based selling techniques in the field.

      • Discussion on successes, challenges, and areas for improvement.

    1. Introduction to Audit Tools:

      • Training on using audit tools to measure product performance, patient outcomes, customer satisfaction, and value delivery.

      • Demonstrate how to implement these tools in daily sales activities.

    1. Action Planning and Continuous Improvement:

      • Group work to develop action plans for ongoing improvement and implementation of audit tools.

      • Setting up regular review cycles to ensure continuous learning and adaptation.

    • Audit toolkits (checklists, evaluation forms, etc.).

    • Case studies demonstrating the successful implementation of audit tools.

    • Review templates and action planning worksheets.

    • Access to digital audit tools or software (if applicable).

    • Access to relevant sales tools and software.

    • 1 full-day follow-up workshop.

For scheduling and pricing details, please contact us at hello@bnvmsolutions.com or complete this contact form

What people are saying

“The strategies for engaging stakeholders and the focus on outcome-driven dialogues have transformed the way I interact with my clients. It's no longer just about selling a product; it's about creating and delivering value that directly addresses the needs of healthcare providers and their patients”

— Mary DeVille