Added Value Selling

Added Value Selling

Added Value Selling is NOT just another sales course. Rather, it is a course of action – a business philosophy built on the foundation of customer service. In today’s competitive global marketplace, it is more important than ever to remember that opportunities will most likely come to fruition ONLY when customers trust you and know that you will meet their unique needs. At The Maher Group, we simply call this, Added Value Selling.

Course Description

In A.V.S., some of the key learning modules address:

  • 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.

Tailoring Added Value Selling

As with all Maher Group programs, the tailoring we conduct prior to class launch is what ensures participants will be engaged throughout the session. Tailoring includes interviewing subject matter experts as well as conducting OSINT (open source intelligence analysis) so that the course content is relevant to your:

  • Products/ services / concepts / solutions
  • Competitive environment
  • Current situation (growth objectives/ growth challenges)
  • Customer set and overall market space

Learning Objective

Comprehensive Content (2 Days)
Participants will leave this highly interactive course with:
  • An understanding of the difference between ‘price’ and ‘cost’
  • A step-by-step communication process applicable in any customer/consumer setting
  • A thorough understanding of the different customer behavioral types: Dominant/Driver, Ego/Expressive, Complacent/Amiable and Stable/Analytic (and how to effectively appeal to each type)
  • An appreciation of ‘The Added Value Model’: the sale is always more about the customer than it is about the seller
  • A strategic path forward for acquiring new business as well as growing existing customer relationships

For a full comprehensive course overview, please email us.

Guerrilla Tactics for Competitive Selling

Guerrilla Tactics for Competitive Selling

For business development and sales individuals in today’s ultra-competitive and global arena, now more than ever, it is winner take all. There are simply no rewards for second place. Your organization cannot assume it will remain successful simply by doing the same things that it used to do even a few years ago. In the new millennium, good selling tactics and customer relationships are not going to be enough to make your BD/sales team a success. Bottom line: if you want to stop losing to your competition then you’ve got to sharpen your competitive selling skills.

Course Description

This energy-charged, two-day program shows the experienced business development team, as well as the sales novice, how to depart from traditional textbook capture and sales tactics and take a radically different approach to business development using the principles of guerrilla warfare.

Salespeople in any industry need to learn the competitive principle stated clearly thousands of years ago by Sun Tzu: “If you know the enemy and you know yourself, you need not fear the result of a hundred battles. If you know yourself, but not the enemy, for every victory gained, you’ll also suffer a defeat. If you know neither the enemy nor yourself, you will lose every battle.” This course will remind the student that the lessons, strategies and tactics of war (the ultimate competition) can teach any modern business development team how to win the battles in the 21st century marketplace.

Learning Objective

Prior to session kick off, (up to 3) live fire (real) opportunities/targets are identified for development in the course. Using customer subject matter experts to provide crucial and timely background information, The Maher Group then develops comprehensive outlines which will allow the students to complete actionable ‘white papers’ and ‘business plans’ specific to their target of opportunity.

For a full comprehensive course overview, please email us.

Customer Testimonials

What our customers say about this program.

Persuasive Presentations

Persuasive Presentations

Persuasive Presentations uses three real time (customer identified) presentation opportunities. Our 10 step proven process uses a customer centric philosophy which ensures that the presenter doesn’t pitch their products / services or concepts to the audience. Each team will have the opportunity to take part in the development and delivery of a presentation on day two. Delivering a persuasive presentation can make the difference between moving forward (and winning) or losing the opportunity altogether.

Course Description

This intensive, two-day program is a unique presentations skills class developed specifically for the customer-oriented sales/BD process. Content includes the situations commonly experienced when presenting the product or service prior to the final proposal and when presenting the final proposal itself.

Following this powerful focus on presentation skills, participants will immediately be able to implement what they’ve learned to increase credibility, understandability and effectiveness.

Learning Objectives

Students will learn:
  • Physical Skills
  • Organizing the Presentation
  • Using visual aids
  • Handling questions

For a full comprehensive course overview, please email us.

Performance Based Negotiations

Performance Based Negotiations

Negotiation takes place every day but it is NOT easy to do well! Every negotiation is different, but the basic elements do not change. The principles of negotiation can be used with one issue or several, and with one person or more. However, at The Maher Group, we believe that knowledge of human behavior is essential to becoming an effective negotiator. Anticipating and satisfying needs, understanding assumptions, and the art of expanding possibilities are the keys to the “Win-Win” negotiation process.
The Maher Group uses three real time targets/customers/opportunities as the basis for all exercises, ensuring that the content is ‘real time’ and relevant to current pursuits and negotiation situations. These may be external (customer) scenarios or internal (organizational) scenarios. The walk away is three completely developed negotiation strategies designed to be utilized immediately following the class.

Course Description

In order to create a successful negotiation, it is essential to know what the other person wants and needs! Performance Based Negotiations teaches techniques to gather information and uncover needs skillfully; it is then easier to recognize when the customer has a real need and reinforce it while establishing and maintaining rapport. Your team will be able to close the negotiation or gain commitment to the next step in the negotiation process through using a benefit summary.

Learning Objective

  • Gather critical information that is needed to negotiate a successful outcome
  • Recognize various negotiation styles and use basic negotiation tools to fit the negotiation style of the other party
  • Position the negotiation in a way that increases margins while maintaining an atmosphere of trust
  • Apply common tactics and counter tactics of negotiating
  • Exhibit an attitude that sets the stage for successful negotiation

For a full comprehensive course overview, please email us.

Winning the Customer Relationship (Program Managers)

Winning the Customer Relationship (Program Managers)

In the current defense and aerospace environment it is imperative, now more than ever, that customer facing titles (above and beyond sales and business development) to understand their role in growing customer account value (contract value). When customers know you understand and care for their concerns (requirements), they are more likely to trust recommendations for additional products and services.

Course Description

Winning the Customer Relationship (WCR) is geared toward people with technical titles (customer facing) that have great influence and access to uncover additional customer requirements. WCR was created for the challenges associated with the belief: “I’m not a sales/BD person.”

Learning Objective

WCR takes a deep dive into improving the interpersonal skills which are critical to master in order for account growth to occur:
  • Listening for the sake of understanding, not responding
  • Eliciting critical information via a strategic questioning process
  • Identifying customer behavioral types using
  • D.E.C.S (Dominant/Driver -Ego/Expressive -Complacent/Amiable and Stable/Analytic)
  • Developing deeper trust and rapport with the customer
  • Gathering, analyzing and disseminating intel to other appropriate players in the pursuit / growth process

For a full comprehensive course overview, please email us.