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Package I - Build the Irresistible Value Proposition

Make the customer want what you're selling and want it now!

Gain access to a behind the scenes view into the dynamics of B2B selling and buying from the customer’s perspective and provides an understanding of what motivates customers to desire both an immediate and a long-term business relationship with you. At the end of Courses 1 & 2 you will add the following skills to your B2B selling approach:

  • Understand what four things make it hard for a customer to award a big deal to you and what you must do to avoid them
  • Determine a Great Deal for you and the customer for any selling opportunity so it’s not just a win but a great win!
  • Quickly determine that you and your company should win an opportunity, who will have the power in any sale and negotiation, and how to identify the key differentiators to build an outstanding Value Proposition
  • Present an Irresistible Value Proposition that will make any customer take notice of what you are selling – and want it now!

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Your Instructor


Steve Thompson
Steve Thompson

Steve has consulted, trained and implemented both strategic and tactical value buying and selling programs in all major North American market centers, as well as Europe, Asia, Latin America, Middle East and Africa - for both B2B selling and buying organizations. His clientele represents over 100 diverse industries and I have consulted on over $10 billion in B2B deals.

Seeing B2B deals from both sides, he has long been fascinated by the question "Why do so many Buyers and Sellers routinely settle for low value deals?” This is especially true when seeing tremendous value for one side (or both parties) that is not even brought into the discussion. His conclusion is that most companies have not rationally thought through what a “high value” deal looks like that will advance their business strategy.

Steve has also found that the term “value” is perhaps the most misunderstood concept in business. Helping clients understand what “value” really means to them and their business, and then positioning, negotiating and closing high value deals is his passion!



Frequently Asked Questions


When does the training start and finish?
The training starts now and never ends! It is a completely self-paced program - you decide when you start and when you finish.
How long do I have access to the modules?
How does lifetime access sound? After enrolling, you have unlimited access to this curriculum for as long as you like - across any and all devices you own.
What if I am unhappy with the program?
We would never want you to be unhappy! If you are unsatisfied with your purchase, contact us in the first 30 days and we will give you a full refund.

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