Value Selling Approach


Delivery Type: Classroom
Sales Team Role Focus: Sales
Solution Focus: Generic for all solutions: SAP Business All-in-One, SAP Business One, SAP Business User
Short Description: This session shall introduce the value selling approach. Participants will learn how decision making processes on investments work and what the drivers in the decision making of executives are. It will be shown, how the “value selling approach” can support the sales process, when the approach shall be applied and what impact it can have. The participants will become familiar with the concept of ROI based business cases. They will learn and practice the major steps of building such a business case. They will also learn, how tools can support the value selling approach and on which investment calculation types these tools are based. It will also be shown, what limits the calculation tools have and how to deal with objections.

Key Points

  • Decision making process on investments
  • The account executive‘s responsibility for value
  • How to build a business case
  • ROI and ROI based business cases
  • Tools to support building a business case
  • Limits of tools and objection handling
Learning Objectives:
  • Understand the decision making for investments
  • Know about different kinds of benefits
  • Derive economic benefits from solution enablers
  • Know the main steps of how to build a business case along the sales cycle
  • Understand the concept of ROI
  • Understand how tools can support you and what tools are available
Business Impact / Benefits:
  • Gain competitive advantage in your sales cycle
  • Increase your win rate
  • Strengthen your customer relationship
  • Strengthen your position in the market and increase sales
  • Be more successful in customer acquisition
  • Increase your reputation
  • Save resources and cost in the sales process
Didactical Method: Interactive lecture, exercises, live demo
Duration: 100 minutes
Enablement Level: 2

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