Summary One of the primary reasons to create Level 4 Value and Build Consensus is to differentiate your offering and prevent from being commoditized. This workshop focuses on how to create a level of value throughout the sales process that allows you to defend the investment necessary to produce the promised results.
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- How to create value through the sales process and set up a defense of the necessary investment.
- Justify and provide proof of the value you create, identify client risks, and build a case for value.
- Identify and defend against common purchasing and negotiating tactics.
- Negotiate to capture a fair portion of the value that you create and ensure that you deliver the promised results.