Value Based Selling Skills

About this course

What does the customer buy?Do customers buy features? Are they buying Benefits? Customers don’t buy features or even Benefits, Customers are usually buying Value which identifies special key solution for their own problem .Consumer Behavior is crucial in customizing value proposition suitable and tailored for every customer. Let’s study Marketing essential definitions, Marketing importance and what can we market for.Consumer Behavior Model including the different Marketing and non Marketing stimuli affecting consumers, Segmenting and targeting suitable Markets, Marketing mix 4ps 7 ps 4 As, Value Delivery system and how to communicate the value according to consumer personality , reference group and Environmental aspects affecting him .Customers different needs , defining wants and how to create demands. How to match the right marketing stimulus with the corresponding customer needs . Consumer psychology what affects motivation , learning and memory of consumers and buying process accordingly  ending with decision to buy products and services.Finally how the consumers evaluate the offering after purchase and to what extent level of Satisfaction define customers loyalty and word of mouth.This course is designed for beginners or intermediate level sales and marketing professionals who are intending to get the appropriate selling skills to customize value proposition according to consumers different behaviors creating demand and return on investment .

Course objectives

• to teach participants how to customize marketing approaches based on consumer behavior
• to enhance skills in segmenting and targeting appropriate markets
• to improve the ability to communicate value effectively to diverse customer personalities