Sales Experts

1. Value Based Selling In A Nutshell

   1. Buying and selling process
   2. Value based selling
   3. The pyramid

2. Customer Centric Communication

   1. Understanding the core drivers
   2. The road of appreciation

3. Customer Centric Opening

   1. How to open a sales call
   2. The three key questions
   3. The pitch

4. The Power Of Questions

   1. Value based selling questions
      1. The timing of questions
      2. The pyramid in action

5. Active Listening

   1. At all ears
   2. The structure of confirmation
   3. How to build trust?

6. Differentiation

   1. Performance value
   2. Personal value
   3. Template

7. Customer Centric Presentation

   1. The value based strategy Vol 1

8. Value Based Handling Of Objections

   1. The objection collection
   2. Handling objections
   3. How to say NO
   4. Tricky situations

9. Customer Loyalty

   1. Understanding loyalty
   2. Areas of loyalty
   3. Reference management