Value-Based Selling for High-Stakes Deals

This advanced sales program focuses on value-based selling techniques to help professionals succeed in high-value, complex deals. Participants will learn to articulate value over price, navigate long sales cycles, and engage decision-makers with tailored solutions that address strategic business needs.

By the end of this course, participants will be able to:
– Shift from transactional selling to a consultative, value-based approach.
– Identify stakeholder priorities and align solutions to strategic business drivers.
– Quantify and communicate value propositions to justify premium pricing.
– Manage complex buying processes and influence high-level decision-makers.
– Build long-term partnerships that go beyond the sale.

1- Principles of Value-Based Selling in B2B and Enterprise Contexts
2- Understanding the Buyer’s Strategic Agenda
3- Crafting and Communicating Value Propositions
4- Selling to Committees and C-Suite Decision Makers
5- Managing Long Sales Cycles and Building Lasting Client Relationships

Enterprise sales professionals, key account managers, business development executives, and solution consultants handling large or complex deals.

Advanced role-playing, opportunity planning workshops, customer persona mapping, objection-handling labs, and peer reviews.

Participants will leave with a repeatable process and strategic tools to sell on value, close complex deals, and build enduring client partnerships.