2 hour Power Breakfast – Value Based Selling

For most businesses reducing margin pressure is an endless task.  Customers are constantly looking for the best products at the lowest cost.  Sales people, in contrast, are generally focussed on growing gross revenue and overlook the importance of margin in each sale when proposing, negotiating and discounting.

Value -based selling is the process of understanding and reinforcing the reasons why your offering is valuable to the purchaser. With value- based selling you have the opportunity to build perceived value in the eyes of the customer to overcome their objections and gain their agreement to purchase your product.

This event will provide practical guidance on how to create more successful and robust proposals, improve negotiation, gain commitment and follow-through, and re-engagement to increase margin.

The session will be facilitated by Simon Hammond. Simon is a consultant in the PwC Sales Advisory team.  He is a highly skilled senior sales and marketing executive with over 25 years’ experience in New Zealand and overseas, working for organisations such as American Express, Spark and Vodafone before joining PwC.

Hamilton
PwC, Level 4, Corner Ward & Angelsea Streets, Hamilton