Solution benefits & Customer value


Delivery Type: Classroom
Sales Team Role Focus: Neutral for Sales, Presales, Consultants, Executives
Solution Focus: Generic for all solutions: SAP Business All-in-One, SAP Business One, SAP Business User
Short Description: In this session the participants will learn and practice, what the difference between solution benefits and economic benefits is. They will learn about different kinds of benefits and which role they play in the buying and decision making process. The focus of the session lies on the identification and communication of value from the very beginning of the sales cycle. How can functions and features of the software become solution benefits and create operational value? How can operational benefits be transformed into economic benefits and measurable value for the customer? The participants learn how to develop a value proposition step-by-step from the identified needs & pains, via solution benefits to economic benefits. What effects side effects does this approach have on the prospect/customer in terms of relationship and trust?

Key Points:

  • Solution benefits of software
  • Benefits for the customer
  • Hard, soft and intangible benefits
  • So what? What is in it for the customer?
  • Value proposition
  • When and how to communicate value?
Learning Objectives:
  • Know the basics about discovery in the sales process
  • Learn how to identify needs
  • Understand the benefits of your solutions
  • Learn by doing how to derive customer value from your solution benefits
  • Understand how tools and materials can support you
  • Learn how to build better value propositions
Business Impact / Benefits:
  • Be more successful in opportunity identification
  • Gain competitive advantage in your sales cycle
  • Increase your win rate
  • Strengthen your customer relationship
  • Be more successful in customer acquisition
  • Increase your professional reputation
Didactical Method: Interactive lecture, group exercise with problem solving, role play, reflection on value for personal situation
Duration: 130 minutes
Enablement Level: 2

« Back