Most modern sales techniques incorporate the value proposition and adopt the approach of value based selling. Underpinning this approach is the belief that understanding other people and their motivations forms the basis for effective communication and effective communication, coupled with some simple techniques can lead to successful sales.

Areas of focus:

• The sales equilibrium
• What is selling?
• A buying process
• A matter of control
• Relationship building
• Customer buying motivation
• Customer qualification
• Satisfying customer buying motivation
• Selling value
• The power of Value Building Questions (VBQs)
• Value versus cost
• The business champion