Whiteboard Value Selling by Neil Thubron

Value Sales Training

A methodology for leading with value, not price

Our Clients' Goal

To maximise the effectiveness of their direct and indirect sales teams and exceed their sales targets

Their Drivers / Their Why

Develop Sales Skills

Not everyone has had formal sales training, and those that have probably had it once and then never retrained. We're here to bridge that gap.

Discounting Price

Sales people are using price discounting as a sales strategy rather than building up the value of the business. Why drop prices when you can showcase real value?

Competitive Pressure

Standing out in a sea of competition? We've got you covered! Competition is strong putting pressure on pricing, sales people struggle to find value with the unique selling points of their product or service to justify the price.

Limited Resources

We get it, good sales resources are scarce, and leaders are being asked to hit bigger targets in even tougher market conditions with the same resources but we can help you make the most of yours.

Profit

Who doesn't love higher margins?

Retaining the Best Sales Talent

Rather than relying on price reductions, salespeople should emphasise building the business value and case.

Transform Your Sales Team's Success

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The Challenges

People

Finding, growing, and keeping valuable salespeople

Skills

Poor sales skills - it's time to up the game

Targets

The pressure's on for higher targets

Competition

It’s tough out there

Price

Customers want more bang for their buck

Examples of Transformed Sales Teams

We have developed bespoke sales training packages for several multinational companies across a variety of industries, successfully training over 3,000 salespeople over the past 10 years.

Agritech Company

Their problem: Their sales people and their partner sales were focused on selling the technical features and benefits of their products, which meant they were discounting price and losing to competition.

Our solution: Wrote 3 Value Selling Books for their 3 main product lines; developed a complete sales academy consisting of 90 self paced videos across all their product lines; developed and delivered online and face-to-face sales training to their own and their partner sales people, in mulitple languages across the globe. Training over 200 sales people to date. Provide ongoing coaching for their leadership team.

Result: Since completing the training they have continued to grow the business at double digit percentage growth for the past 3 years.

Global Satellite Communications Company

Their problem: Losing to competition because of their prices being higher, due to a more comprehensive solution. They needed to sell the value they were delivering to justify the price.

Our solution: Wrote a bespoke Value Selling Sales Book for their internal and external sales teams; created an online sales academy of 25+ videos for self-paced learning; created and delivered online sales training for all their sales leaders and sales people globally. This also included 1:1 coaching for all their sales leaders - 3 sessions each. Now part of the induction process for all new sales people joining the company.

Result: All business units in all countries overachieved their annual sales targets in the year of the sales development and this continued into the following year where they had the best year ever.

Health and Well-being Company

Their problem: Having to hit higher targets with the same sales team and the same products. They needed to increase their sales efficiency - increase win rate and increase price.

Our solution: Using our standard 'vanilla' training package of the "Whiteboard Value Selling Book", the 25 videos for self-paced learning in the Value Selling Academy and the live virtual sales training, plus 3 x 1:1 coaching sessions with each sales person.

Result: Best sales quarter ever in the quarter following the sales training.

The Packages

Proven value sales methodology, tailored training

3 Pillars of the Training

Foundational Sales Skills Including:

Asking great questions
Rapport building
Qualification
Story telling
Understanding the competition
Objection Handling
Negotiating basics
Closing techniques

Value Selling Skills

Uncovering real client needs / pain using the Whiteboard Methodology
Uncovering real business value linked to the client needs and pain
Building and presenting a value proposition

Relationship Management

Deepening relationship including Relationship Mapping
Relationship Strategy Planning
Whitespace mapping

How We Deliver the Training

Send all students the Whiteboard Value Selling Book (free ebook here)
Online Value Selling Academy – over 20 short self-paced videos to watch before attending
Face-to-face training - 1 to 3 days onsite face-to-face or 4 to 5 sessions of 2.5 hours each via Teams or Zoom
Follow-on 1:1 or group coaching to reinforce the training and work through specific real life deals

The Whiteboard Methodology

The Basic Structure and Design of the Methodology

How to Help a Company Achieve Sales Excellence

The Process

Dive deep with a questionnaire and chat sessions to gather all the relevant information. We want to hear from everyone - leaders, sales stars, partners, and even your fantastic customers.
Shape the training and materials to match your sales team's needs
Develop and deliver the sales training

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