Upcoming Public Seminars

Value-Added Selling

2020 dates coming soon

In a competitive market, differentiation is key. What sets you apart from your competitors? Why should customers buy from you? How can you get them to return to you, again and again? What if I told you that you can compete aggressively and outsell the competition while maintaining your profitability? It’s possible through Value-Added Selling, a customer-oriented philosophy focused on adding value, not cost; and selling value, not price.

In this two-day session, Paul Reilly will introduce you to Value-Added Selling and demonstrate how and why this is a viable go-to market strategy for your organization.

Value-Added Selling teaches you how to think about selling. Your conceptual grasp of the Value-Added Selling will give you a competitive edge over salespeople who simply go through the motions. Value-Added Selling teaches you to…

  • Think like customers;
  • Sell your total solution; and
  • Pursue new business while focusing on the retention and growth of existing business.

Value-Added Selling is a total-solutions approach that teaches salespeople to look beyond the core-commodity product. This unifying sales philosophy is for the entire sales force—veteran and rookie alike. Because Value-Added Selling is a primer for professional selling, new salespeople learn a business philosophy to launch their careers. For veteran salespeople, Value-Added Selling is a shot-in-the-arm refresher of what made them successful while learning new ways to sell their total value.

Click here to view the full two-day training agenda.

Fee for this two-day seminar: $1,450.00
Register below.

Location:
Tom Reilly Training
171 Chesterfield Industrial Blvd.
Chesterfield, MO  63005
(St. Louis area)

CRUSH PRICE OBJECTIONS

Even though price objections remains the number-one objection salespeople encounter on a daily basis, salespeople are woefully unprepared to deal with them. This results in price-sensitive customers out-negotiating salespeople. Crush Price Objections arms salespeople with the tactical knowledge they need to prevail in price negotiations—to persist when buyers resist. Crush Price Objections is an expanded topic from Value-Added Selling. The specific focus of this program is dealing with price-sensitive customers and protecting margins. Here are the topics covered in this one-day training seminar:

  • Introduction to Crush Price Objections
  • Preemptively guiding the conversation down a path of value
  • Ten realities of price resistance that shape the price-sensitive landscape
  • The latest research on price shoppers
  • Psychology of decision making
  • Preparing to sell in a price-sensitive market
  • Utilizing pressure points to make price less of an issue
  • Gaining a preemptive selling advantage with better questions
  • How to enlarge the conversation beyond price with compelling presentations
  • Key strategies for price objections

At the end of this workshop, your people will be able to

  • Identify the number one reason customers object to price;
  • List three probing strategies to gain a preemptive selling advantage;
  • Identify different buyer profiles using DISC;
  • List three positive pricing attitudes to shape your behavior;
  • List three pricing precepts to shape your pricing attitude; and
  • Demonstrate three strategies to overcome price resistance.

Value proposition for this training: When salespeople embrace this message and apply these strategies and tactics, they will gain a preemptive selling advantage and respond effectively to price resistance if it surfaces.

Fee for this one-day seminar: $995.00
Check back for the next Crush Price Objections public seminar date.

Location:
Tom Reilly Training
171 Chesterfield Industrial Blvd.
Chesterfield, MO  63005
(St. Louis area)

COACHING FOR SALES SUCCESS

Consider the following statistics:

  • 56% of salespeople say they are not being coached the right way by their sales managers;
  • 57% of salespeople want more coaching from their managers; and
  • 60% of salespeople want better coaching from their sales managers.

In Coaching for Sales Success, we teach your managers how to coach more effectively. The purpose of this workshop is to teach sales leaders how to create the value-added sales culture. If salespeople report to you, your number one responsibility is to coach. Here are the topics covered in this day-and-a-half workshop:

  • How to build and sustain the value-added movement
  • Introduction to the value-added philosophy
  • Recruiting and selection
  • Setting sales objectives
  • Training and developing
  • Compensation and motivation
  • Coaching your sales team
  • Understanding your behavioral style (DISC)
  • Recognizing your team’s behavioral styles

At the end of this workshop, your managers will be able to

  • List three ways to build and sustain the value-added movement;
  • List three ideas for recruiting and selecting the right salespeople;
  • Detail the SMARTER method for setting objectives;
  • Create a training and development plan;
  • Detail three ways to motivate the sales team;
  • Describe your primary behavioral profile;
  • Detail three ways to more effectively communicate feedback; and
  • List three ways to become a better coach.

Value proposition for this module: When you embrace the value-added philosophy and build a sales management infrastructure around this go-to-market strategy, your company will compete aggressively and profitably by extracting more value from your team and your market.

Fee for this one-and-a-half-day seminar: $1,150.00
Check back for the next Coaching for Sales Success public seminar date.

Location:
Tom Reilly Training
171 Chesterfield Industrial Blvd.
Chesterfield, MO  63005
(St. Louis area)

Public Seminar Registration

Complete the form below or call (636) 778-0175 to register for our next Value-Added Selling public seminar on 2020 dates coming soon.