Value Selling Modules for FSAA members
A self-paced eLearning package for the Foodservice industry. The seven lessons are designed with a “whole” learning journey in mind, but can be used as standalone modules to develop a single skill. The focus of the program is selling value rather than price, and getting to know what drives and motivates your customers. A deep understanding of your customer’s needs only comes from great discussions, which help to build and strengthen relationships.
Value Selling module structure (7 “lessons”)
- Introduction, Planning the Sale and Objective Setting
- Understanding Customer Needs
- Question and Listening
- Using Features and Benefits
- Building the Commercial Story
- Overcoming Objections and Closing
- Selling with Passion
Seven lessons of around 25-35 minutes each. Delegates given 4 weeks to complete each lesson.
Containing:
- Key message slides
- Interactive games to embed
- Video and or audio instruction
- Downloadable content such as planners, pocket cards and checklists
- Downloadable PDF workbook
- Personal action plan, complete online – (which can be shared with client leadership)
- Skill Testing – pass/fail if required – (scoring shared with client)
- Randomised questions to avoid collusion
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