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Keep it simple. Drive results.

ValueSelling Framework® 201

Accelerator Workshops

The best thing about ValueSelling is that it’s simple. ValueSelling can be boiled down to 2 Vs and 2 Ps. So you can use it after you walk out of the classroom.

Contact

350 Vista Madera
Newport Beach, CA 92660

+1 949 307 1870

jb@jbbush.com

Accelerator Workshops are powerful, short workshops that refine and enhance skills learned in the foundational workshops. In most cases, these workshops can be created for 1, 2, and 4-hour durations.

  • Framework Mastery: Builds on ValueSelling Framework® concepts
  • Boosters: Enhances sales skills

Framework Mastery

Becoming a Business Issue/Problem Expert

Training Options: In-Person and Virtual Sessions
Program Duration: 2, 3, 4-hour workshop (Also available as a customized 1-hour to 1-day training component within the core ValueSelling Certification workshop)

Course Outline:

  • Business Issues Create Urgency
  • Business Issues Get Funded
  • Create Demand by Identifying Problems
  • Problems Drive the Value Conversation

Learning Outcomes:

  • Create a deliberate process
  • Prepare strategic Problem Probing questions

Creating Need and Differentiation

Training Options: In-Person and Virtual Sessions
Program Duration: 2, 3, 4-hour workshop (Also available as a customized 1-hour to 1-day training component within the core ValueSelling Certification workshop)

Course Outline:

  • Creating the Differentiated VisionMatch™
  • Value Created by Resolving Business Issues
  • Business Issue O-P-C Questions
  • VisionMatch on a ValuePrompter®

Learning Outcomes:

  • Differentiate your products and services

Create Value-Based Stories

Training Options: In-Person and Virtual Sessions
Program Duration: 2, 3, 4-hour workshop (Also available as a customized 1-hour to 1-day training component within the core ValueSelling Certification workshop)

Course Outline:

  • Design value-based stories that build trust and rapport
  • Create a foundation for meaningful conversations
  • Demonstrate your track record as a reputable sales professional

Learning Outcomes:

  • Engage executives in high-level conversations
  • Create value-based stories that captivate and create interest
  • Deliver any story with confidence

Executing the C-Suite Conversation

Engaging customers with a compelling and captivating value-based story builds trust and rapport, creates a foundation for meaningful conversations, and demonstrates your track record as a reputable salesperson. In this course, you will learn how to construct and deliver stories that grab a prospect’s attention, elicit an emotional response, and address a business issue they are likely experiencing. People make emotional buying decisions for logical reasons. Tell value-based stories to win over decision-makers.

Training Options: Instructor-led and Virtual instructor-led
Program Duration: 1-day workshop

Course Outline:

Module 1: Gain Access to C-Suite and Top Executives

  • Do your research and demonstrate business acumen
  • Craft a compelling value propositions through stories
  • Practice with confidence

Module 2: Build Credibility

  • Identify the customer’s Business Issue
  • Reiterate what they perceive their Problem to be
  • Articulate the measurable Value similar companies have realized by partnering with you

Module 3: Practice Your Story

  • Create your personal story
  • Converse rather than pitch
  • Continually rehearse to instill self-confidence

Learning Outcomes:

  • Engage executives in high-level conversations
  • Create value-based stories that captivate and create interest
  • Deliver any story with confidence

Mastering the Power Toolkit

Training Options: In-Person and Virtual Sessions
Program Duration: 2, 3, 4-hour workshop (Also available as a customized 1-hour to 1-day training component within the core ValueSelling Certification workshop)

Course Outline:

  • Gaining Access to Power
  • Maintaining Access to Power
  • Crafting O-P-C Questions
  • Managing Gatekeepers

Learning Outcomes:

  • Leverage these Power Toolkit strategies:
    • Modus Operandi
    • Referrals and Introductions
    • Campaigning
    • Bargaining
    • Top-to-Top
    • The Return Ticket: Planned and Conditional Access

Selling in Turbulent Times

In a tough market, it’s easy to blame the economy for a lack of sales. Projects are being delayed or cancelled. Customer’s budgets are frozen. Competitors cut prices to stay afloat. To survive, it’s even more important to be proactive in looking for business.

Selling in Turbulent Times empowers your sales teams with the skills needed to continue to generate business during these challenging times. It examines differences between growth and slow economies, then explores how your sales techniques can be adjusted by maximizing opportunities and assessing the key factors that stall sales.

Training Options: Instructor-led and Virtual instructor-led
Program Duration: 1-day workshop (Also available as a customized 1-hour to 1-day training component within the core ValueSelling Certification workshop)

Course Outline:

  • Module 1: ValueSelling Framework® Recap
  • Module 2: Check Your Attitude
  • Module 3: Identify Real Value
  • Module 4: Manage Activity
  • Module 5: Apply the Qualified Prospect Formula®

Learning Outcomes:

  • Understand and implement new techniques for the current climate
  • Develop a differentiated VisionMatch
  • Reduce “No Decision” stalls
  • Develop a compelling mutual plan
  • Create need in the mind of the customer
  • Increase margins without losing to competition
  • Handle customer objections

Uncovering, Articulating, and Quantifying Value

Training Options: In-Person and Virtual Sessions
Program Duration: 2, 3, 4-hour workshop (Also available as a customized 1-hour to 1-day training component within the core ValueSelling Certification workshop)

Course Outline:

  • The Components of Value
  • Identifying and Quantifying Business Metrics
  • Value and the O-P-C Process

Learning Outcomes:

  • Identify what Value is important to you and to your buyer
  • Build a variety of Business and Personal Value Questions
  • Role Play the Value Conversation

Boosters

Interpersonal Communication

Phenomenal salespeople are more than experts in their products or their customers’ businesses. They are expert relationship builders. Whether on the phone, across the desk, through email, or via social media, your ability to create relationships is essential. People buy from people! Nothing builds a more solid foundation for the sale than a positive, productive relationship between you and your customer.

Training Options: In-Person and Virtual Sessions
Program Duration: 2, 3, 4-hour workshop (Also available as a customized 1-hour to 1-day training component within the core ValueSelling Certification workshop)

Course Outline:

Module 1: Be Aware and Present

  • Be aware of your own feelings, attitudes, beliefs, and intentions
  • Approach your customers without judgment
  • Be fully present in the moment

Module 2: Relate to Your Customer

  • Pay close attention to the customer’s reactions and responses
  • Align yourself with the other person
  • Be curious about the other person
  • Listen more than you talk

Module 3: Be Committed

  • Maintain contact even if the customer is not in the buying mode
  • Admit when you don’t know something
  • Follow through on your commitments
  • Take responsibility when you, or your company, do not perform

Learning Outcomes:

  • More easily establish a deeper level of comfort, trust, respect, and rapport with customers
  • Use interpersonal relationships to progress the sales cycle
  • Shorten the sales cycle and improve customer retention

Mastering Mindset, Focus, and Time

As a salesperson, your time and effort will go toward getting new customers, keeping the ones you have, or dealing with internal administrative matters. The key to time and productivity management is having a strategy and making conscious decisions about your time and where to invest it. In this course, you will learn strategies to categorize your activities relative to your goals, delegate appropriately, and manage requests effectively. Other tactics covered include learning tools and techniques to effectively leverage all types of communication and how to distinguish between types of interruptions. You will also learn how to spend your internal relationship-building time wisely, and why you need to understand your prospect’s buying process.

Training Options: In-Person and Virtual Sessions
Program Duration: 2, 3, 4-hour workshop (Also available as a customized 1-hour to 1-day training component within the core ValueSelling Certification workshop)

Course Outline:

Module 1: Strategies

  • Categorize your activities relative to your goals
  • Put your goals for the day, week, month, and year in writing
  • Delegate matters that do not require your personal involvement
  • Get explicit information when you are given a request

Module 2: Tools and Techniques

  • Use voicemail and email to your advantage
  • Write prospect and customer notes with explicit details
  • Have clear objectives for time spent with customers and prospects
  • Use the most time-efficient communication channel for the activity

Module 3: Relationships and Understanding

  • Distinguish between types of interruptions and prioritize accordingly 
  • Spend your internal relationship-building time wisely
  • Understand and follow your prospect’s buying process
  • Re-qualify prospects during the selling process

Learning Outcomes:

  • Execute strategies to categorize your activities relative to your goals, delegate appropriately and manage requests effectively
  • Tools and techniques for leveraging voicemail and email and other forms of communication
  • How to distinguish between types of interruptions, spend your internal relationship-building time wisely, and why you need to understand your prospect’s buying process

Negotiation

In virtually every sales process, there will be a point at which the salesperson and the customer discuss a deal. The quality of this “give and take” process has enormous implications in keeping the deal on the table, creating a profitable transaction, and preserving a successful long-term relationship. In this course, you will learn principles, tips, and techniques for planning and executing mutually beneficial negotiations.

Training Options: In-Person and Virtual Sessions
Program Duration: 2, 3, 4-hour workshop (Also available as a customized 1-hour to 1-day training component within the core ValueSelling Certification workshop)

Course Outline:

Module 1: Getting Ready to Negotiate

  • Know your negotiating authority
  • Determine what constitutes a win-win outcome
  • Identify your leverage points and those of your customer

Module 2: Interpersonal Dynamics

  • Negotiate only after the customer is sold on your product or service
  • Distinguish between the customer and their position
  • Be impartial to the customer’s initial response
  • Acknowledge the customer’s position
  • Understand the needs behind the customer’s position

Module 3: Achieve a Win-Win Outcome

  • Negotiate only on price, deliverables, and terms and conditions
  • Use trade-offs, embellishments, and compromises as a secondary strategy
  • Be willing to walk away from the negotiation

Learning Outcomes:

  • Go into negotiations with a clear understanding of the negotiating position
  • Negotiate in a way that protects your company’s interest
  • Apply interpersonal skills to keep negotiations moving smoothly
  • Meet the customer’s needs as well as those of your company

Persuasive Presentations

Gaining and keeping a customer’s full attention is rare in today’s busy marketplace. When you are in front of customers, you must make the best use of the opportunity to influence, persuade, and compel. In this course, you will gain skills and techniques to make face-to-face presentation time more productive and more compelling.

Training Options: Instructor-led or Virtual instructor-led
Program Duration: 2, 3, 4-hour workshop (Also available as a customized 1-hour to 1-day training component within the core ValueSelling Certification workshop)

Course Outline:

Module 1: Preparation

  • Get buy-in for the presentation content and format before developing it
  • Organize information logically and sequentially
  • Rehearse extensively

Module 2: Adding Impact

  • Use visuals to accent information
  • Anticipate and invite questions
  • Finish with an action step

Module 3: Delivering the Presentation

  • Manage your anxiety
  • Establish rapport with the audience
  • Begin with an overview of the presentation content and format
  • Communicate directly to the audience

Learning Outcomes:

  • Plan presentations with greater ease
  • Present with greater confidence
  • Move the sales process along faster
  • Achieve longer-lasting impact with presentations

Master Virtual Sales Communication

Today’s business landscape is extremely dynamic. All of us are changing the way we work, the way we buy, and the way we sell. How do you keep sales moving forward when face-to-face meetings are no longer an option? To succeed, you must evolve as the business world evolves. Digital interactions are the norm, and now is the time to sharpen your virtual communication skills.

ValueSelling Associates offers this microapp as a practical and simple way for global sales teams to practice their virtual communication skills. Sales as a profession has become much more complex. Convincing a buyer that you’re the best person to guide them on their buying journey takes practice. Virtual selling requires you to have a command of communications, research, insight, critical thinking, and spatial reasoning.

Training Options: Instructor-led and Virtual instructor-led
Program Duration: 1-day workshop, 1- to 4-hour sessions, plus microapp

Course Outline:

Module 1: Virtual You

  • Optimize your setup

Module 2: Prepare

  • Set the stage

Module 3: Practice

  • Build confidence

Module 4: Execute

  • Control the story

Module 5: Engage

  • Connect and build trust

Module 6: Follow Up

  • Plan and commit

Learning Outcomes:

  • Eliminate video, audio, and technology failures
  • Practice recording self and evaluating voice, background, and presence
  • Create a meeting blueprint by identifying topics, preparing materials, and agenda
  • Leverage primacy and recency effects
  • Set audience expectations
  • Follow proven steps to control virtual calls
  • Mitigate distractions during calls
  • Avoid assumptions about audience
  • Ask questions
  • Control bias
  • Pace and mirror
  • Write and deliver a call summary
  • Plan a communication campaign
  • Execute an Action Plan