Issue link: https://ppgrefinish-na.uberflip.com/i/462868
Who Should Attend: Business Owners, Sales Managers and Outside Sales Staff Description: Value-Based Strategic Selling Skills has been developed specifically for PPG Distributors. This practical sales program focuses on the professional selling process required in today's turbulent market. It is designed to help new and seasoned sales professionals strategically deliver value that provides competitive immunity. Using real-world selling situations, this upbeat, interactive program challenges participants to apply the proven methods and techniques of the PPG Value-Based Selling Process. If the escalating changes of today's market consolidation are impacting your business, join us for a fresh perspective for targeting and closing new accounts more effectively, while creating relationships built to last. Course Length: 2 Days (16 Hours) Class Size: 12 Students Minimum, 24 Students Maximum Course Objectives: To provide distributors with the practical and professional skills and tools required to execute the critical steps to a professional, productive and consultative sales process. Topics Covered: • Preparing and Planning for Strategic Sales Growth • Strategic Selection of Target Accounts • Approaching Accounts with Confidence • Effective Account Interview and Analysis • High Impact Presentations and Meetings • Validating the Value Proposition • Leading Conversations to Close The Sale • Keeping and Developing Customers for Life The Student will be able to: • Develop a strategic sales plan for growing and sustaining business • Effectively identify, analyze, and select high-value target accounts • Approach target accounts to gain access to key decision-makers • Interview decision-makers to uncover value-based business opportunities • Present value-based solutions that drive business growth and partnerships • Validate and demonstrate proposed businees solutions • Conduct collaborative discussions that close the sale • Keep & develop long-term strategic business relationships Value-Based Strategic Selling Skills PPG4176 19