Break the Script: From Feature-Dump Demos to Value Selling

PROGRAM DESCRIPTION

Join Sales Assembly and Mitch Schafhauser, Sr. Manager Solutions Consulting at 6Sense, as we hone into Value Articulation as a skill.

How often have you heard, “it seems like you are selling a Ferrari, but all I need is a Honda?” If you have listened to that, you probably know your prospect/customer is likely afraid they will be overpaying for features rather than buying the solution they need. But how do you sell the “value/solution” without highlighting the key features of your product?

In this program, we will dive into practical and tactical frameworks and examples of how to “break the script” so your talk tracks put the value first instead of the features.

GENERAL PROGRAM INFO

This program is a Skill Development Module (SDM). All SDMs are crafted by our Sales Assembly team keeping in mind guiding metrics that are important to revenue organizations at B2B tech companies and skills that influence those guiding metrics. Furthermore, we are focused on making sure SDMs are timely in context of the B2B calendar and at varying complexity to ensure we have multiple opportunities to meet learners where they are.

ADDITIONAL INFO TO KNOW

This program is open to all employees of SA member companies. You must be logged into your account to RSVP for this program. If you need help logging in or need help setting up your account, please email lissie@salesassembly.com.

All registrants of this program comply with our Terms and Conditions.

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