Value Alignment Workshop

Clearly articulate value propositions that resonate with prospects and clients.

Outcomes

  • Build trust with skeptical prospects

  • Maximize close rates

  • Improve user adoption

Audience

Sales Professionals

While your company and products deliver value, each of your sales reps also bring unique value based on their education, career experiences, and personal interests. Your prospect’s also have unique things they value. Sales reps will discover how to quickly align their value proposition with what each member of the buying team values. The end result is more trust, better conversations, higher close rates, and improved user adoption.

Topics

  • The Four Dimensions of Value
  • Understanding Your Value
  • How To Quickly Uncover What Your Prospects Value
  • Role Play with Target Prospects
  • Developing Your Personal Value Framework

Our sales team spent a great day with Larry and it was thought provoking, engaging and interesting. Larry is genuine and his goals for our day not only made us think, but will make our sales efforts more thorough and authentic.

Colleen O'Donnell

Vice President, Regional Manager, Insight Financial Services

We can talk to many wins where both channel and direct have won sales. Because they were able to define their LinkedIn prospecting process in association with the traditional methods they were able to start having a meaningful conversation. Which in the end turned into sales.

Hari Tharmakumar

National Channel Manager EID Electronic Imaging Division, Toshiba Australia

He was without doubt, one of the top “trainers” I’ve ever worked with over the years. His energy held the room’s attention for the full day. He was tireless, thought provoking, engaging, challenging and fairly entertaining too. The team could relate to him because as he says, he has walked in their shoes.

Harry Spaight

VP of Sales, HGI Technologies

Format Options

Our training programs can be customized to your specific needs.

On Site Workshop

  • Prestudy
  • Management Meeting
  • 1 Day Onsite Workshop with breakout sessions
  • 6 Coaching calls to execute the plan
  • Monthly Management Roundtable

Online Workshop

  • Prestudy
  • Management Meeting
  • (6) Weekly Webinar Training Sessions with action items
  • 6 Coaching calls to execute the plan
  • Monthly Management Roundtable

Each Participant Will Receive

  • Course Materials Binder
  • Personal Value Framework Worksheets
  • Selling From the Heart book

Our Training Philosophy

Start With the Heart

Real change in sales results starts with the heart. We need to peel away the layers of sales tactics to get to the root issues of the heart: authenticity, belief, and values. This is where true motivation comes from. Tactics are OK, but to affect real change, we need to get to the heart of the matter.

Don’t Pull Punches

Sometimes you need someone to say the things that others are afraid to say. When you engage me, you will get a raw, relatable and right to the heart of the matter. I don’t sugar-coat the truth. I’ll be tactfully honest and courageously transparent with your sales team.

Make It Real

Philosophy and ideas only get you so far. The real question lies with, “Does this work in the real world?” When you engage me to speak I’ll captivate the audience using real-world stories to capture their attention, get them to think and bring practical application to the skills they are learning.

Inspire Immediate Action

Knowledge that stays in the training room is useless. Every presentation includes multiple action items. Where possible, I like to get sales people taking action during the session itself. Each session will include practical action items that participants can do and managers can inspect.

Get Real, Get Results!

More Referrals

Deeper relationships with current clients creates a platform to mine their network and ask for referrals.

Higher Client Loyalty

Socially surrounding the client base with multiple relationships in each account helps protect the base.

Increased Win Rates

Authentic relationships with prospects create a higher win rate.

More Cross Selling

Nurturing relationships of trust with clients sets the stage for cross selling additional services.

Are you ready to increase your win rates, drive more profits, and improve client retention? Contact us now to discuss customizing the Value Alignment Workshop for your business or channel.

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Larry Levine

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