Ignite Selling - Challenge Overview: How to Sell More Effectively on Value vs Price

Every sales rep knows that they want to avoid the price conversation, and really the best way to avoid that price conversation is to sell on value. The problem is it’s one of those phrases that people intuitively understand, but when it comes down to actually executing it, it becomes rather difficult because the perception of value is unique to the individual you’re speaking to.

We offer a program called Ignite Your Value. It’s a one day workshop that focuses on understanding who those key influencers are and how to align your value. Then equally as important, how do you quantify that value in a way that is useful and meaningful to the customer to whom you’re speaking to? The workshop is done in a content simulation manner, and we use a model called the value vault.