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023. Creating Your Unique Value Proposition (morning)

Instructor: Joe Ellers

Level of Complexity: Intermediate/Advanced
9:00 AM - 1200 PM

The current competitive environment is tougher than it ever has been. The internet and constant price competition require that each business be clear on the value it offers to its customers—and prospects. During this workshop, you will have tools to help solve this equation: Real sales opportunity = Product (or service) you are selling + X. To get the right answer, you have to address several other key questions:

  • What markets/customers allow us to add value?;
  • What specific applications should we target?;
  • What job titles should we contact?;
  • What differentiates our company?;
  • How do we tie the value of the vendors into the equation?;
  • What differentiated value can be added by the sales professional?


During this workshop, the participants will be tasked with selecting a product or service and working through the questions so that they have a working model that can be applied throughout the organization.

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Emotional Intelligence for Sales Success

Colleen Stanley

Cs Emotional Intelligence Sales Success Cover

In Emotional Intelligence for Sales Success, you'll learn how to increase impulse control for better questioning and listening, which EI skills are related to likability and trust, how empathy leads to bigger sales conversations and more effective solutions, how emotional intelligence can improve prospecting efforts, which EI skills are most common among top sales producers, and much more.

Customers can get product information and price comparisons online. The true differentiator between you and a bot is your ability to deftly solve problems and build relationships. From business development to closing the deal, emotional intelligence will drive your performance - and your success.

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