Description

About this Series: In today's competitive landscape, the difference between winning and losing sales often comes down to how effectively you establish value. This intensive three-part series teaches B2B sales professionals how to move beyond price-focused discussions to build compelling value propositions that resonate with decision-makers. Through interactive sessions, real-world examples, and practical exercises, participants will learn proven strategies to quantify their unique value, differentiate from competitors, and maintain stronger pricing positions throughout the sales cycle. 

Value to Attendees: This comprehensive program equips sales professionals with the tools and frameworks needed to transform their sales approach from transactional to consultative. Participants will learn how to articulate value earlier in the sales process, strengthen their negotiating position, and ultimately close larger deals with greater confidence. The series is designed for B2B sales professionals across industries who want to move beyond competing on price to competing on value. 

Duration: Three 90-minute interactive sessions that build upon each other to create a complete value-based selling system. 

Key Takeaways: 

✅A proven framework for quantifying business value that moves your solution from "nice-to-have" to "must-have" in the eyes of your prospects 

✅ A strategic discovery methodology that uncovers the full scope of client needs, helping you position solutions more effectively and command premium pricing 

✅ Practical techniques for differentiating your offering against competitors, including specific language and positioning strategies that resonate with decision-makers 

✅ A systematic approach to building and delivering proposals that maintain value positioning throughout the sales cycle 

✅ Ready-to-use templates and tools for creating compelling presentations that emphasize value over price and drive higher close rates 

About Your Instructor: Jay Mays’ sales career started in 1996 when he learned to sell dial-up internet accounts and web hosting plans to small businesses. Back in those days he used 4x6 index cards in an orange Nike shoebox as a CRM. Over the past 25 years a lot has changed, but not Jay’s love for helping clients succeed. He’s booked hundreds of “closed won” deals with marquee clients like AT&T, Red Bull, and the Miami Marlins to name a few. For the sake of optimism, Jay never keeps track of his “closed lost” deals. That said, there are a handful of heartbreaks from which he pulls some of his best sales stories and lessons. For the past 7 years, Jay’s been a sales consultant and trainer, helping B2B business owners and their sales teams differentiate from the competition, build stronger connections, and win more deals. 

Learn more about Jay by visiting him on LinkedIn: www.linkedin.com/in/jaysmays