Value Selling (1D)



You may have the most innovative solutions and possess the best knowledge of your products and services but if you cannot present its values and benefits effectively, achieving the outcome that you want will become a real challenge. Presentation of values and benefits is a powerful way to communicate your intentions and ideas to your target audience. They are great opportunities to transform the communication process from a passive perspective to a pro-active position. You can effectively use values and benefits selling of your products and services in a commercial context, as well as use the skills to persuade your audience to take a particular course of action, and even provide a forum for active discussion and exchange of ideas. Applying effective skills that emphasizes on values and benefits greatly enhance one’s ability to do their job through the use of various strategies in business communication. Skills that focus on values and benefits are critical for today’s sales professionals as they present an excellent opportunity to move away from the usual cost or price-based conversations.

This unique 1-day, activity driven program teaches skills that boost personal productivity and relationship building through increased understanding and effective implementation of the values and benefits selling process. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create a compelling desire to buy your products and services when you are presenting your points to your audience at every given opportunity.

Values Selling focuses on the following areas:

Features, Advantages and Benefits

Objection handling



Question-fielding techniques

Training Outcome
After completing the training, you should be able to:
  • Close more deals
  • Handle questions with confidence
  • Overcome objections effortlessly
  • Present your products and services persuasively
  • Transform the process from selling to buying
Our Methodology

Think differently to alter direction.

The experience of learning to read and write for the first time is likely to remain vivid in your memory. The skill is ingrained and it stays. The primary objective of our training and workshop is to make your new knowledge and abilities as durable as the ones you've already accumulated.  They foster fresh ideas. They enable great feats. Individual behaviour and attitude contribute to your organization's success is what we prioritise.

Combining experiential, instructional, and discovery learning with current coaching technology promotes profound transformations in attitudes and behaviour that enable sustainable change in your business. These adjustments improve results.

Our programmes involve with 12 unique learning methodology as below:

Framework and Implementation
Our unique experiential framework and implementation empowers you to:
  • Assess, evaluate and improve on the value of your products and services
  • Build winning relationships with people
  • Communicate clearly and persuasively
  • Develop and present values and benefits professionally
  • Employ effective presentation skills to different types of audience
  • Empower your audience to take effective action
  • Listen generously and question skillfully
  • Overcome objections with ease
  • Provide clarity in your message and open your audience to areas of new possibilities
  • Receive and offer constructive feedback
  • Use presentation tools effectively
  • Work with powerful nonverbal communication

Our program outline encompasses the following modules:

Day 1:

Module 1: Overview
  • Context setting
  • Buying motivation
  • From selling to buying
  • The Needs Pyramid
  • Matching needs with FAB
Module 2: Value-based Selling
  • Features and Benefits
  • Linking with Advantages
  • FAB selling
  • Linking benefits to needs
  • 5 creative ways to FAB selling
Module 3: Effective Sales Arguments
  • Critical Success Factors
  • Unique selling propositions
  • Value Drivers
  • 4 motivation types
  • Crafting persuasive selling conversations
Module 4: Presentation Flight
  • Live demonstration
  • The Hot Seat
  • Role of the audience
  • Art of feedback
  • Objective and subjective review

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