Value2WIN

This course is designed to address today’s need to sell the value of the Microsoft Dynamics solution to the executives of a prospect. You will receive a practical, proven set of skills, tools and procedures that both beginners and veterans can immediately put to use that help each salesperson improve their executive communication skills, establish executive credibility and present a winning value-based business case proposal and presentation.

A prospect's executives need financial justification and a risk reduction plan in order to commit their precious capital on a Microsoft Dynamics solution as opposed to the long list of other potential uses. In addition, those same executives need to view the salesperson as a trusted advisor. The Value2WIN! course shows you exactly how to build both; a case for value and trust with the prospect.

The Value2WIN! course enhances the Microsoft Solution Selling Process by providing practical skills, tools and techniques that will help you win more business. The course assumes that you are working with a qualified lead thus focusing on the customer facing events that help you lead the prospect through the sales process. 

Prior to the course each attendee is required to invest the time in learning the course's core philosophies to establish a foundational knowledge that is absolutely key to making the workshop productive.

Follow the E-learning course for Value2WIN! that provides you with the essential, foundational knowledge that you need to make the class productive. Each participant should budget 3-4 hours for the E-learning course. Your seat at the course will only be confirmed once you have completed the E-learning course.

Session 1 – The 2% Factor

• Pre-Learning review - The difference between winning a deal and coming in second place is usually only 2%
• Crime – Video of a poor proposal presentation
• Initial guiding principals
  - Building a bridge for the executive
  - Essence of selling value
• Tool – The value selling plan card
• Constructing an “Adaptable Value Proposition”
• Exercise #1 – Creating your Adaptable Value Proposition

Session 2 – The Initial Executive Insight Meeting

• Pre-Learning review of the Guiding Principles of Value2WIN!
  - The Aristotle Factor – Building trust with your prospect
  - Executive Insight meetings
• Preparing and conducting an initial Executive Insight Meeting
• Executive interpersonal communication techniques (video examples)
• Common meeting crimes
• Executive sponsorship close
• Exercise #2 – Conducting an Executive Insight Meeting

Session 3 – Prospect Discovery & Executive Insight Meeting #2

• Salesperson's role in the Discovery process
  - Seeking out and confirming value
  - Driving toward key change motivations
• Executive feedback of findings
  - Conducting a visual feedback
• Exercise #2 – Practicing a visual Discovery to an executive

Session 4 – Salesperson's Role in the Demo & Executive Insight Meeting #3

• Introduction to the demo planning tool
• How a salesperson should open and close a demo (video example)
• Avoiding common crimes (video examples)
• Teamwork and leadership techniques
• Conducting Insight Meeting #3
• Exercise #3 – Opening and Closing a Demo

Session 5 – Presenting the Business Case to the Executives

• Key techniques for presenting to an executive or board
• 3 Types of Business Cases
• Constructing your Business Case Presentation
  - Introduction to Business Case presentation tool
  - Video example of a winning presentation
• Exercise #4 – Creating and presenting your Business Case