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Value Forward Selling TOC

Healthcare Sales Consultants - Sales Training

How to Sell to Management:

Become a peer in the boardroom, instead of a vendor in the hallway!

Our healthcare sales consulting programs and sales techniques are used in over 90 countries worldwide.

Value Forward Selling has been taught in over ninety countries worldwide and is based on real world experiences. It is designed to teach account executives and sales executives how to how to find, propose, and close products and services deals to senior management executive decision makers.

This is not a generic sales course, but a proven tactical methodology on how to find, present and close deals with decision makers.

Each workshop has limited enrollment, so all students can interact directly with the course facilitator. This course can be scheduled onsite or as a series of private and interactive long distance tele-workshops for your sales team.

The Value Forward Selling course content can also be delivered stand-alone, or holistically delivered in concert with our 360° Business Model Success Program. In this forum, it becomes a custom fit, compressive detailed program designed to help companies integrate sales, marketing, strategies and Financial Performance into one outbound revenue capture program that can be measured, tracked and benchmarked to increase revenue.

Selling healthcare products and services professionally to management is not easy.

Many of our students have been exposed to traditional sales methods and teaching programs but have found that their approach was too generic and did not work when they tried to sell senior management executives of Fortune 1000 companies, presidents, vice presidents and directors of mid-sized through smaller firms. Value Forward Selling is very specific and ONLY designed for people like you.

Today, most companies pull their value behind them.

We have developed a strategic sales process to solve this business problem. Our sales training program will teach you how to create business value, cold call management successfully, network for leads, give executive presentations, negotiate with management and close more deals.

We are specialists in healthcare sales consulting, strategy and training!

We help salespeople and corporate management teams just like yourself sell more through the use of our strategic and tactical sales practices and techniques and proven marketing methods.

Selling is about getting the purchase order . . . that's it!

You and I know there are many sales training courses and methods taught today. But, if you give me a few minutes of your time, I will describe our sales training course and why it's been so successful.

Our sales process is called "Value Forward Selling."

Through our sales course and education program, we will teach you how to sell more to your existing customers and to new management prospects.

So, how is "Value Forward Selling" different from
all the other sales courses you have taken or studied?

Simply put, today most sales training courses, books, seminars and methods are designed in four ways:

They are created as generic sales training programs to be used for everyone . . .
Many sales programs tactics and strategies are so convoluted in their approach that they don't work in the real world and end up extending and complicating sales cycles and your ability to get the prospect to give you a purchase order. They sound logical and strategic in their approach when you first hear them, but at the end of the day . . . they just don't work well in the real world.
Most sales training focuses on selling everyone in the organizational chart, not specifically selling to management. Or worse, when they point you to management as a prospect, they use incorrect methods that push you away from the management executives you are trying to sell.
Once you have taken their course, if you have questions or need to personalize the program to your selling market needs, you end up having no contact with the training coaches to help you through your questions.

But, "Value Forward Selling" is different.

Our course uses a systematic, step-by-step sales process, telling you what to, what to say and how to move your sales cycle forward so you can sell management.

If you are currently selling anyone below the title of director, you are already perceived by your prospect to be a commodity.

Our program focuses on how to sell to management. We don't ignore lower-level contacts, but instead focus on getting to and selling the executive staff while "managing" lower level contacts.

Meeting, presenting and selling management prospects is the key to increasing your sales and your sales income.

Selling is a premeditated sport!

Unlike most sales training approaches, Value Forward Selling is designed for real world experiences and guide you during each sales and action step through a premeditated sales process.

These sales techniques are based on the best sales practices currently working in the technology and professional service marketplace and on our experiences in training over 20,000 salespeople and consulting with over 500 firms.

Proven Healthcare Sales Methodology Used Worldwide

Value Forward Selling is a proven sales consulting methodology that works with small startups, VC-funded players, large public companies and established privately-held corporations.

Additionally, these sales tactics and strategies are ongoingly measured against the input we receive weekly from the world's largest sales strategy newsletter.

Thousands of salespeople and managers like yourself have used our sales training methods to sell more including VP's of Sales, CEO's, VP's of Marketing and Business Development Managers . . . and you can too!

Value Forward Selling covers each step of your sales cycle including how to find and contact qualified buying prospects, how to strategize each prospect's business needs, and how to manage your sales cycle to close and capture the purchase order faster.

Who is this Healthcare Sales Consulting course designed for?

This program is designed for account sales managers, key account salespeople, VP's of Sales, VP's of Marketing, Business Development Managers, and CEO's seeking to grow revenue.

Through this step-by-step sales course, you will learn "How to Sell to Management: Become a peer in the boardroom, instead of a vendor waiting in the hallway" and increase your sales success and commissions.

What's included?

"A Complete Healthcare Sales Consulting and Training Course "

Here is what you will learn when you take the unique and step-by-step Value Forward Selling course:

Understanding Management Prospects

Who Are You and Why Should Management Buy From You?
Why You Should Focus All of Your Energies on Selling to Management Only
Who Is Considered To Be Management?
Why Selling to Management Shortens Your Sales Cycle
Five Fallacies of Professional Selling
Why Most Salespeople Do Not Sell to Management More Often
Selling to Management is a Premeditated Sport
Review and Exercises

Developing Your Sales Value Proposition

How to Position Yourself as a Business Peer
What Is a Sales Value Proposition (SVP)?
Why Do You Need a Sales Value Proposition?
How to Become a Pain Management Specialist and Sell More
How to Develop Your Sales Value Proposition
Review and Exercises

Finding Management and Penetrating the No-Talk Zone

What Is Parallel Imaging?
How to Develop a Senior Executive Dictionary to Communicate Like a Peer
Review and Exercises

Generating Leads: Marketing to Management

Why Most Marketing Materials and Methods Fail to Generate Qualified Management Leads
How Branding Can Affect Your Sale
How to Maximize Brand Effectiveness
How to Maximize Lead-Generation Effectiveness
The Best Methods to Generate Management Sales Leads
Which Direct Mail Programs Generate Leads
How White Papers Can Be Used As Marketing and Sales Tools
How to Use Executive Seminars to Generate Prospects
What Is Engagement Marketing™ and How Does It Shorten Your Sales Cycle?
How to Use Channel Partners and Networking to Build Your Pipeline
How to Use the Touch Management Program To Communicate With Your Prospects
Review and Exercises

Generating Leads: Cold Calling Management

The Goal of Cold Calling
How to Develop Your Telemarketing Script
Cold Calling FAQs
How to Handle Cold Calling Sales Objections
How to Manage Gatekeepers
Review and Exercises

Meeting the Prospect for the First Time

What to Expect During the First Meeting
Steps of the First Meeting
Talking Points for Prospect Meetings
Managing the First Meeting
Mining for Opportunities
Your Twenty Minutes Are Up
Review and Exercises

Presenting to Prospects – The Executive Briefing

What to Expect During the Executive Briefings/Discovery Meetings
Giving Whiteboard Presentations
Preparing for Your Executive Briefing
Building Your Talking Points Script
Planning for the Three Box Monty™ Executive Presentation
Using the Three Box Monty™ for Your Executive Briefing
Wrapping Up the Three Box Monty™ Presentation
Using Slide Presentations
Using Portfolio Presentations
Review and Exercises

Preparing a Management Proposal That Works

Management Proposal Basics
Executive Proposal Pitch
Psychological ROI
Price Is Not Always Relevant
Request for Proposal (RFP)
Proposal Format
Review and Exercises

Negotiating With Management

Who Should You Negotiate With?
What Should You Negotiate?
How to Negotiate From Value, Not Win-Win
Negotiation Personality Types
How to Use Concession Management When Negotiating
Guidelines to Create a Concession List
Emotion Management When Negotiating
Six Steps to Force Prospects to Prove They Are Qualified Buyers During Negotiation
Fifteen Tactical and Strategic Steps to Use When Negotiating
Seven Questions You Must Answer to Close Any Deal
Review and Exercises

Selling to Targeted Key or Major Accounts

Mapping Your Key Account Territory
Mapping Individual Accounts
Penetrating Key or Major Accounts
Selling to Decision Makers and Influencers at the Same Time
Using the Pursuit Sales Team Model to Increase Key Account Revenue
Review and Exercises

Managing Your Sales Cycle and Forecasting

SAP and MAP Management
Date Management Plan
How to Develop a Date Management Plan
Review and Exercises

Managing Sales Objections

Moving a Stalled Deal Forward
Managing the Prospect’s Perception of Risk
Review and Exercises

Using Storytelling as a Business Sales Tool

Building Your Executive Storytelling Format
Personalizing Your Business Story
Review and Exercises

Managing Your Competition

It’s Not Who You Are—It’s Who You Sell Against
Dealing With Competitors—Kill or be Killed
Types of Competition
Review and Exercises

Following Up After the Sale

Developing a Relationship with Your Client
Action Steps to Take After the First Sale
Review and Exercises

Making a Difference with Business Ethics

Understanding Why Ethics Is Important
Responsibility of the Buyer
Review and Exercises

Conclusion

Contact us today!

So, join the thousands of other salespeople and sales managers who have discovered the Value Forward Selling Program and who started just like you.

Call us and order your Healthcare Sales training course over the phone at (972) 727-6880 or send us an email at info@thecxogroup.com

Learn how we integrate Strategy, Marketing and Sales

Business Growth U.S. specializes in healthcare sales consulting and business performance improvement by integrating sales, marketing, business strategies and Financial Performance to maximize corporate revenue growth.

We hold long distance and onsite healthcare sales consulting, marketing and strategy workshops, seminars and training nationwide including New York, Orlando, Chicago, Dallas, Houston, Austin, Las Vegas, Los Angeles, San Francisco, Denver, Salt Lake City, Tulsa, Buffalo, Philadelphia, Phoenix, San Diego, San Antonio, Detroit, Miami, Washington DC, Boston, San Jose, Jacksonville, Albuquerque, Oklahoma City, Raleigh.

To help with your healthcare sales consulting needs, please tell us more by calling us at (972) 727-6880 or email info@thecxogroup.com

The CxO Group, LLC is is a Certified Licensed Partner of the Value Forward Network. All workshop content is based upon proven methods by the author of Sales Management Power Strategies, Value Forward Selling, Value Forward Marketing and senior thought leader of the Value Forward Network, Paul DiModica.

Healthcare Sales Consulting and Performance Improvement Specialists