Australia - Selling to Value Webinar 9th July 2020
In today’s altered economic environment, needs-based selling, while necessary, is not sufficient to differentiate yourself in a crowded marketplace.
Succeeding in this uncertain environment requires your salespeople to be able to uncover what buying executives truly value. It starts with equipping your salespeople with the strategic approaches and tools they need to identify customers’ value criteria and create solutions that advance their business in the short, medium, and long term.
Understand how to uncover customers hidden needs to improve the value creation process.
In this webinar, you will:
- Learn what your salespeople need to understand about the customer’s value chain
- Explore the mindset required for selling to value during uncertain times
- Recognize the importance of differentiating yourself by selling to value
- Learn a model for understanding your customer’s value creation process
- Understand an approach for discovering hidden needs
Get ideas to understand how your salespeople could sell based on how customers define value as relevant to these changed circumstances.
Mike Salter & Anand Subramaniam - Facilitators
Mike Salter - Head of Sales, Australia and New Zealand, Performance Consultant & Facilitator
Mike's experience extends from leading learning functions to the recruitment industry and executive leadership roles within the hospitality and travel industry. He has worked with large client organisations including IBM, Suncorp, and BlueScope Steel. His experience at Wilson Learning has encompassed business strategy, sales and marketing, in-depth consulting, curriculum design, facilitation and relationship management across a variety of industries and organisations.
Anand Subramaniam - Senior Director, Consulting & Capability Development
He brings nearlyt 20+ years of extensive experience working with clients across industries like manufacturing, BFSI, IT, pharmaceuticals, agriculture, shopping and E-commerce. Anand has acquired cross-functional experience in business transitions, sale, marketing, operations, quality control systems, process engineering, learning & develop and business leadership.
