This is a short (1 Hour) knowledge and skills development session conducted with Sri Lanka Institute of Training & Development. The presentation covers an overview of the program conducted. During the session we discussed examples, a case study and performed some interactive activity based learnings to help retain the learning objectives. If you have any questions based on the presentation - drop me a message or leave a comment.

1. VALUE BASED SELLING APPROACH
(VBS)
JOINT PRESENTATION DELIVERED BY: ARQAM AZHAR & SAMAN
RAJAPAKSHE
Sri Lanka Institute of Training & Development
CERTIFIED TRAINER PROGRAM
45 Minutes session

2. TRAINER PROFILES
ARQAM AZHAR
P.G D. MARKETING (SLIM) , CERTIFIED TRAINER
(SLITAD)
Chief Consultant / Trainer
Arqi-Ology: Training & Consultancy
12 Years of experience in Sales & Marketing
7 Years in Lecturing / Training and Consultancy
SAMAN RAJAPAKSHA
PCM (SLIM) , CERTIFIED TRAINER (SLITAD)
Country Manager - Sales
Helukabel Germany
15 years Sales & Marketing

3. UNDERSTANDING VALUE BASED SELLING (VBS)
IDENTIFYING THE BENEFITS OF VBS
APPLICATION OF VALUE BASED SELLING
OBJECTIVES OF THE PROGRAM

4. WHAT
IS SELLING?
SELLING IS THE TRANSACTION
THAT OCCURS BETWEEN A
BUYER WHO PAYS MONEY OR
EQUIVALENT VALUE TO
PURCHASE A PRODUCT,
SERVICE, TECHNIOLOGY OR
IDEAS FROM A SELLER WHO IS
WILLING TO SELL IT AT A
MUTUALLY AGREED PRICE OR
VALUE EXCHANGE

5. Value-based selling is an selling method that focuses on
taking a consultative approach to provide value to the
customer so the sales decision is made based on the
potential value the product can provide to the customer.
VALUE BASED SELLING (VBS)

6. CURRENT
MARKET
PRACTICES
o Selling to achieve target not to fulfill customer need or
Market requirement.
o Trying to close a sale as fast as possible without
understanding exact requirements and customer's
motivations to buy
o Attempting the 100% Market Share by offering Higher
Discount rates and Credit Facilities .
o Offering bribes to decision makers to get the sales.
(Ex: Foreign Trips or Laptops or Latest iPhone, Etc)
o Focusing on achieving the targets and not customer
satisfaction / value offering

7. FOCUSES ON VALUE – NOT PRICE
Why do you pay so much more to buy coffee at coffee bean, while you can easily
buy a coffee nearby for much less?
FOCUSES ON CUSTOMER EXPECTATIONS - NOT SELLERS INTERESTS
Don't approach the sale with what you have to offer, genuinely connect with
people and see how you can help them meet their expectations.
FACILITATE A BUYING PROCESS – NOT A SELLING PROCESS
You role is not to tick boxes and run through the tried and tested SALE PROCESS
, It's time to look at things from the buyers perspective to see why they are buying
and what they are buying and help the customer understand that what you have is
the best value.
VBS DIFFERENCES

8. BENEFITS OF VALUE BASED SELLING
COMPANY
• Good Margin
• Quality Customer Base
• Better relationship
(Loyalty)
PERSONAL SOCIETY
• Professional recognition
and reputation
• Own network of
trusted customer base.
• Avoids unhealthy market
conditions.(Market Collapse)
• It helps to improve the
economic value of the
host country

9. APPLYING
THE VALUE
BASED
SELLING
METHOD
UNDERSTANING WHY
HOW YOU ADD VALUE
OFFER YOUR VALUE
SUSTAIN YOUR VALUE

10. ACTIVITY
Imagine if you meet a customer who is looking for a
product or service similar to what you / your company
offers – How would you sell it using the lessons learnt?
Describe steps you will take?]
What is the value preposition you will sell?
How do you intend to sustain the value offered?

11. THANK YOU
WE WELCOME
YOUR QUESTIONS.
FEEL FREE TO ASK IF YOU
NEED CLARIFICATON ON THE
AREAS DISCUSSED IN
THE PRESENTATION
JOINT PRESENTATION DELIVERED BY:
ARQAM AZHAR & SAMAN RAJAPAKSHE
SLITAD CETRIFIED TRAINER PROGRAM