NDIA BI - Added Value Selling Course with The Maher Group
8/30/2021 - 9/1/2021 2:00 - 6:00 pm
Event Type : Course
Event Code : 1801
The most important commodity in any business relationship is INFORMATION. Without the most current and relevant data about your government customer’s needs you have little to no chance at being able to convey your ‘added value’ propositions to get the contract and grow your business.
So how do YOU obtain that critical information that makes or breaks winning the contract? Welcome to the Maher’s Group ‘Added Value Selling Course’ where we teach even the most seasoned business developer how to ask the right questions and unlock your clients specific business needs.
This course includes lessons in:
• How to develop trust and rapport quickly with any customer (or prospective customer) behavioral type
• Learning the ultimate art in sales – ‘elicitation’ – to uncover real requirements while simultaneously building stronger business relationships
• Penetrating the sales-decision process quickly by defining and selling product value in terms of individual customer desires
• Grow current business through the art of the ‘Follow-up’ and ‘Upselling’
Sound simple? Think again. Added Value Selling is an art that needs to be learned and mastered in order to help differentiate your products and services from your competitors.
In this course you will learn that ‘added value’ is not simply adding ‘bells and whistles’ to your company product or service. In fact, true ‘added value’ comes with helping your customer understand the difference between ‘cost’ and ‘price’ – all while building a partnership based upon using critical information to meet their constantly evolving needs.
This is a HANDS-ON, full participation introduction into the world of how to ascertain customer business needs and how to use that information to attach a real dollar amount to your ‘added value proposition’ and win!
NDIA has a policy of strict compliance with federal and state antitrust laws. The antitrust laws prohibit competitors from engaging in actions that could result in an unreasonable restraint of trade. Consequently, NDIA members must avoid discussing certain topics when they are together – both at formal association membership, board, committee, and other meetings and in informal contacts with other industry members: prices, fees, rates, profit margins, or other terms or conditions of sale (including allowances, credit terms, and warranties); allocation of markets or customers or division of territories; or refusals to deal with or boycotts of suppliers, customers or other third parties, or topics that may lead participants not to deal with a particular supplier, customer or third party.