An Intensive 5-day Training Course
Strategic Selling and Value Propositions for Business-to-Business (B2B) Companies
A Strategic Approach to Selling is the Best Way to Win Business and Protect Profit Margins
Course Introduction
If you find yourself continually lowering prices to secure business, this course is designed to help you break that cycle and enhance your value proposition. The focus is on how to offer superior value that customers are willing to pay a premium for, rather than competing solely on price.
Using real-life examples from B2B companies that once faced severe price pressure but now command premium prices for their products and services, this course will teach you how to shift your approach. Learn strategic selling techniques and develop compelling new value propositions to successfully sell your offerings even in the face of lower-priced competitors.
Objectives
By the end of this training course, you will be able to:
- Create a Consistent Sales Strategy
- Design Stronger Value-Propositions that Overcome Price Competition
- Gain Support Internally to Achieve Your Sales Targets
- Develop Stronger Customer-Relationships That Win Preference
- Offer Superior Value to Customers and Charge Them For It
Who Should Attend?
This training course is suitable to a wide range of professionals but will greatly benefit:
- Managers and Directors who Want to Manage Sales Strategically
- Sales Teams that Need to Adopt Strategic Selling
- Executives Required to Create Value Propositions
- Communications Executives who Want to Communicate Strong Value Propositions
- Managers who Want to Build Stronger Relationships with Customers
- Experienced and New Sales Executives
Course Outline
Day One
Understanding Strategic Selling and How B2B Purchasing Has Changed
- Strategic selling and why it is essential
- How buyers buying-behaviour has changed
- Why selling must change and how
- Best practice in strategic selling
- Breaking the low-price cycle with strong value propositions
- Understanding your company’s strategic intent
Day Two
How the Selling Strategy Works with the Brand
- Using the brand to win customers and contracts
- Identifying opportunities to add value in the selling process
- Value propositions that competitors can’t match
- How to select the best potential customers
- Defining the real customer-needs
- Using the brand in the selling process
Day Three
Influencing the Customer’s Specification, Setting Sales Objectives, Creating the Sales Strategy and Targeting
- How to influence the customer’s specification
- Building preference and credibility
- Setting your strategic selling objectives
- Defining the selling strategy
- How to target to win the sale
- Defining the priority, importance and tasks
Day Four
Creating Superior Value Propositions
- How to build superior value-propositions
- Moving away from the USP
- What should you sell and why?
- Avoiding the ‘price destroyers’
- How to justify higher a higher price
- The myth of ‘Total Cost of Ownership’
- A strategy to win in the bidding process
Day Five
Communications to Support Sales, Win New Customers and Build Relationships
- Communicating to win new customers
- Communicating to build existing relationships
- Communicating for credibility and influencing the sale
- Winning with principled negotiations
- Winning support internally
- Measuring the results of sales strategy
Certificate
On successful completion of this training course, Oxford Management Centre Certificate with eligible Continuing Professional Education credits (CPE) from National Registry of CPE Sponsor will be awarded to the delegates
Accreditation
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FREQUENTLY ASKED QUESTIONS
Yes, we provide assistance in securing both hotel reservations & entry visa on all our international training venues, for delegates attending our training courses. For further information / assistance, please contact our Customer Service at:
- Telephone: +971 50 985 0174
- E-mail: info@oxford-management.com
Yes, Oxford Management Centre is accredited by the following professional bodies;
National Association of State Board of Accountancy (NASBA)
The Oxford Management Centre is registered with NASBA as a sponsor of Continuing Professional Education (CPE) on the National Registry of CPE Sponsors. NASBA have final authority on the acceptance of individual courses for CPE credit.
Yes, discounts are available. For further information please call +971 50 985 0174 or email, info@oxford-management.com
Note: Discounts are not applicable with any other special offer that may be available.
All course bookings made through Oxford Management Centre are non-refundable. By registering for a course, you acknowledge and accept that fees are payable in full and are not subject to refund under any circumstances, including but not limited to participant dissatisfaction, changes in personal or professional circumstances, or partial attendance.
Oxford Management Centre reserves the right to make reasonable adjustments to course content, trainers, or schedules where necessary, without entitling delegates to a refund. Full details of each course – including objectives, target audience, and content – are clearly outlined prior to enrolment, and it is the responsibility of the delegate to ensure suitability before booking.
There are 2 easy ways to register:
- Online: Select the training course you want to register for, Click the “Book Your Place” button on the course page, complete the form and click submit.
- E-mail: Send your details to info@oxford-management.com
We request that all cancellations be made at least one week before the class start date. You may reschedule this class without any penalty. If not, a $250 fee will be charged for cancellations received less than one week before a class begins and for no-shows. Cancellation penalties and any fees incurred by Oxford Management Centre will be deducted from refunds.
For more information request, email info@oxford-management.com or call +971 50 985 0174.
The classroom training fees include course presentation, relevant materials, physical & digital documentation, lunch and refreshments served during entire training. Accommodation and transportation are not included in the training course fees.
While, online training fees cover the course presentation and digital documentation and relevant materials.
The Oxford Management Centre Certificate of Completion with corresponding CPE credits shall be awarded to delegates who has successfully completed the training course.
Payment must be received before the training course commences. You can make payment by bank draft, cash, credit card or wire transfer.
Note: If the payment is not received, Oxford Management Centre has the right to refuse admission.
Upon receipt of your registration form, we will send you the following by e-mail:
- Registration Confirmation
- Invoice/Receipt (where appropriate)
If you register online you will receive an e-mail within 24 hours confirming your registration.
