Personal and Business Competencies / Business Skills

Value based selling — consultative approach

Training dedicated to the Value Based Selling methodology — selling based on value rather than price. The program covers customer needs diagnosis, value presentation instead of price argumentation, storytelling in sales, handling price objections and consultative closing techniques. Participants will learn to build value-based argumentation and conduct sales conversations focused on client business benefits.

Why choose this training?

Most salespeople sell on price — but the most effective ones sell on value. Value Based Selling is a methodology that shifts the perspective of the sales conversation: instead of competing with discounts, you build argumentation based on real business benefits for the client.

After completing the training, participants will be able to: diagnose customer needs and uncover hidden business value, build presentations based on value rather than price, apply sales storytelling and visualize ROI, effectively handle price objections without offering discounts. These competencies directly translate into higher margins and better conversion in the sales process.

This training is especially valuable for: B2B salespeople transitioning to a consultative model, Key Account Managers managing key clients, sales managers building a value-based selling culture.

What sets our approach apart?

EITT combines theoretical knowledge with intensive practical workshops. Over 2 days of intensive training, participants work on real-world sales examples and scenarios, ensuring not only theoretical understanding but practical application skills.

With over 2,500 trainings in our portfolio and a 4.8/5 participant rating, EITT is a trusted partner in competency development for organizations of all sizes. Our trainers are experienced practitioners in consultative selling who share up-to-date knowledge and proven solutions.

Looking for training tailored to your team’s needs? Contact us — we’ll prepare a program customized to your requirements.

Benefits

Master the Value Based Selling methodology and understand the difference between transactional and consultative selling
Learn to diagnose customer needs and uncover hidden business value
Develop the ability to build value-based presentations instead of price-focused pitches
Learn sales storytelling techniques and ROI visualization
Develop the ability to effectively handle price objections
Be able to quantify the value of an offer in the client's business language
Master closing techniques in the consultative sales model

Who is this training for?

B2B sales representatives and account executives

Key Account Managers

Business customer advisors

Sales managers

Business development specialists

Sales consultants

Entrepreneurs conducting direct sales

Professionals transitioning from transactional to consultative selling

Prerequisites

At least one year of B2B or B2C sales experience
Basic knowledge of the sales process
Familiarity with your own company's offering
Willingness to actively participate in practical exercises

Training program

Differences between transactional and value-based selling
Customer value model — perceived vs real value
Psychology of purchasing decisions in the context of value
Building a value proposition
Mapping the customer value chain

Questioning techniques for uncovering business needs
Identifying customer pain points and their costs
Analyzing client decision-making processes
Quantifying value — translating benefits into numbers

Structure of a value-based presentation
Storytelling in sales — building a value narrative
ROI visualization and business benefit techniques
TCO comparison vs unit price
Building a business case for the client

Common price objections and their sources
Reframing — shifting the conversation from price to value
Price defense techniques without offering discounts
Value-based negotiations

Recognizing buying readiness signals
Closing techniques in the consultative model
Building long-term post-sale relationships
Implementation plan and follow-up

Delivery Methods

Online

Convenience of participating from anywhere
Interactive live sessions with trainer
Materials available for 30 days
No travel costs

On-site

Direct contact with trainer and group
Intensive hands-on workshops
Networking with other participants
Full focus on learning

Training Topics

Frequently asked questions

What are the prerequisites for this training?

For Value based selling — consultative approach we recommend: at least one year of B2B or B2C sales experience, basic knowledge of the sales process, and familiarity with your own company's offering.

What is the format and duration of this training?

The training lasts 2 days and is available in online and on-site format. Sessions run from 9:00 AM to 4:00 PM. We can also customize the schedule to fit your team's needs.

Who is this training designed for?

This training is designed for: B2B sales representatives, Key Account Managers, business customer advisors, sales managers and business development specialists. It is especially recommended for professionals transitioning from transactional to consultative selling.