Program overview
Our Value Based Selling (VBS) program is focussed on assisting sales people who want to excel in the art of selling value above price. The online version was born during the Covid-19 pandemic. Many companies were confronted with social distancing which had a serious impact on daily work. Due to social distancing, customers stopped receiving sales people on their premises and most companies resorted to remote working. For many companies sales dropped dramatically and sales teams are still struggling to successfully operate.
Remote selling and managing of sales teams was born!
We at Peterson Company, with an extensive expertise in Value Based Selling, re-engineered our innovative and effective VBS programs to fit for remote training. As most organizations are in need of market presence with little knowledge of how to sell remotely we are one of the first to offer help.
For whom
The Value Based Selling program is available for sales people who need to develop themselves in getting online appointments, having VBS sales conversations and closing online. The program also includes managing a healthy pipeline, following an effective sales process and closing more deals in challenging times and markets.
Training topics
How to prepare and implement the transition to virtual selling.
What makes virtual selling different to in-person selling.
Growing your sales through existing and new business.
Prospecting online: using Business Social Media, cold calling and luke-warm calling. How do you get an appointment to have a selling video conference.
Value Based Selling: the sales process and the practical side.
The sales process when selling remotely.
Presenting your proposal remotely and online and closing the deal. What are the do’s and don’ts.
Customer retention when you are selling remotely. Pitfalls and opportunities.
And much more!
Benefits of using our program
By combining the OMG assessment with our program, participants will be able to get the best development available.
The setup, intensity and execution of the program will lead to improvement within short time. This means, a quick return on investment.
Our program is easy and flexible in execution. This means that we can implement it across borders and geographies. The timing can be adjusted to your comfort and time zone.
Our program can be smart-planned (can be done outside of normal office hours) which will not reduce the amount of precious sales time away from customers.
There are no travelling and conference room expenses.
Our program will help your sales team in adjusting faster to the new reality: the business world during and after Covid-19.
About Objective Management Group
Objective Management Group (OMG), Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential. With almost 2.000.000 assessments performed and 97% accuracy, OMG is able to deliver the best available sales and sales leadership assessment in the world. The OMG Sales Effectiveness and Improvement Analysis (S.E.I.A.), gives a thorough insight in the state of any sales organization. The (S.E.I.A.) exposes strengths, improvement issues and hidden risks which help business leaders in developing strong sales teams.
Time line
Our program stretches over a period of six (6) weeks with two hours training/coaching per week.
In between, we are available for advice and support.
Investment
€ 1.495,00 per person. Our online groups consists of max 4 participants. This includes an Objective Management Group sales assessment, intake, preparation, use of Zoom conferencing app documentation and support.
The investment includes an OMG sales assessment which will assist you in identifying your specific improvement points. The Objective Management Group is the developer of the most used, highly validated sales and sales leadership assessment.
Languages
Our programs are executed in English, German, Spanish and Dutch.
We operate through Europe and the rest of the world.
We have partnerships with professional trainer-consultants who assist us in larger projects when needed. What we always keep it mind is: high standards, added value and delivering more than we promise.