Value Selling Training
Escape the price war — challenge customer needs, prove ROI and sell value end-to-end on complex deals.
What this program changes for your business
of margin on value-based deals
higher conversion on strategic targets
less price pressure thanks to value pitch
AI-powered practice
Unlimited rehearsal on Skeells, instant feedback, realistic simulations tailored to your cases.
Field anchoring
Integrated managerial coaching, transfer to real customer meetings, progress tracking.
Sustainable practice
3-month Skeells access post-workshop to embed reflexes and measure skill growth.
Not a theoretical training. A rehearsal for selling value, not product.
- Building value arguments on your offers
- AI simulations against skeptical buyers
- Customer ROI quantification rehearsed
- Activation-ready value pitches
Context
Your sales force already knows the different selling techniques. However, you notice that on certain deals, conversion rates are disappointing. You want your salespeople to do deeper work on these opportunities — understanding client challenges, needs, the competitive situation, and the decision-making process — in order to highlight the added value of their solutions in a differentiated way, leveraging ROI tools.
Objective
Who is it for?
- Senior salespeople and key account managers
- Sales consultants working on complex deals
- Pre-sales and solution architects
- Any commercial professional selling high-value B2B solutions
Program Outline
Understanding the keys to successful consultative selling
- What makes value-added selling different from transactional selling
- The mindset and approach required for consultative success
Identifying the sales situation and choosing a Value-Selling approach
- Recognising when Value-Selling is the right strategy
- Adapting your approach to the client's buying context
Gathering all available information online
- Using digital intelligence to prepare thoroughly
- Building a comprehensive picture of the client's environment
Presenting your company with a Value-Selling approach
- Positioning your company as a strategic partner
- Aligning your story with the client's business challenges
Discovering the need beyond the demand
- Going deeper than the expressed requirement
- Uncovering underlying business problems and aspirations
Challenging the need
- Questioning the client's assumptions constructively
- Helping clients see their situation from a new perspective
Building a Value-Selling proposal
- Constructing a proposal centred on business outcomes
- Quantifying the value your solution delivers
Defending a proposal in Value-Selling mode
- Presenting and justifying your proposal with value-based arguments
- Handling pushback without retreating on price
Presenting ROI
- Building a compelling return-on-investment case
- Making financial impact tangible for decision-makers
Negotiating and closing
- Negotiating from a position of demonstrated value
- Closing deals aligned on business outcomes
Organising and scheduling Value-Selling tasks
- Planning the additional preparation required for value selling
- Integrating Value-Selling activities into your routine
Training Format
- 2-day intensive workshop (14 hours)
- In-person recommended for maximum interaction
- Maximum 10 participants per session
- Case studies, methods, model sheets, role-plays and debriefing
- Post-training access to Skeells platform for 3 months
Using AI in this sales skill
Concrete ways salespeople can leverage artificial intelligence to enhance this specific skill.
Business insight generation
Use AI to identify industry trends, market challenges and business insights that can be used to challenge the client's thinking.
"I'm meeting the VP of Operations at a mid-size logistics company. Generate 5 industry insights about supply chain challenges in 2024 that I can use to start a value-selling conversation."
Client problem hypothesis builder
Structure hypotheses about the client's likely business problems based on their industry, size and public information.
"Based on [Company X]'s industry (retail, 500 stores) and recent news about their digital transformation, generate 4 hypotheses about their operational challenges that our analytics platform could solve."
ROI calculation framework
Build customised ROI models that demonstrate the financial impact of your solution in the client's specific context.
"Create an ROI model for our workforce management solution for a company with 2,000 employees, 8% turnover and average salary of €45K. Show savings from reduced absenteeism, better scheduling and lower turnover."
Value proposal structuring
Generate a structured value proposal that links the client's business challenges to your solution's measurable outcomes.
"Structure a value proposal for [Company X]. Link their 3 main challenges (high logistics costs, inventory waste, slow delivery) to our solution's capabilities and quantify the expected impact for each."
Powered by Skeells
Learning continues with AI-powered practice
Interactive Podcasts
Deep-dive podcast episodes on value quantification, consultative selling and ROI presentation — reinforcing workshop concepts through interactive audio learning.
AI Role-Play Practice
Practise executive sales conversations with AI — present value propositions, handle C-level objections and refine your Value-Selling approach in realistic simulations.
This program is part of the Qwantiq sales transformation approach — combining expert sales training, managerial coaching and AI-powered learning through the Skeells platform.
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Our Method
Sales enablement approach
Skeells AI Platform
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White Paper
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Interested in this program?
Let's discuss how to adapt it to your team's needs.