Project case:
Value-based argumentation / Value Selling Training
Objective
A manufacturer of raw materials for the construction and ceramics industry would like to anchor a value-oriented way of thinking in the minds of its sales team (until now purely volume-oriented). The training is supposed to take place on the basis of defined application cases for the customer-specific value determination of products.
Approach by EbelHofer Consultants
The first step is to jointly define a pilot application in which the use of a raw material delivers a high value to the (end) customer. In this particular example, this means a significant reduction of the expensive binder, which is also used in the application in combination with the raw material. The concrete calculation and simulation of the savings of the binder and the savings in annual costs for the customer can be calculated using a specifically developed Excel-based tool. This approach will be discussed with the client and adapted accordingly. At the same time, a number of other application scenarios will be created and taught to the sales staff in a customized training course.
Result
A high level of training success is achieved through realistic application scenarios. During the training, further cases are developed for additional "value cases". Many of these have been implemented after the training, and enabled sales representatives to win additional projects in the medium term.
