Value Selling

This training introduces the value-based selling methodology to presales representatives. Participants build a bridge from functions & features to “creative value”. They go beyond the known value.

Participants practice researching companies together, which includes identifying pain points and their root causes and then mapping these causes to SAP solutions. Through exercises on ROI calculations, attendees learn to quantify benefits in tangible monetary terms. Ultimately, participants will be able to provide a prospect with an implementation roadmap with resource requirements.