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Package II - Present the Compelling Value Proposal

Make it easy for the customer to choose you and know it is the right decision for them.

Package II picks up where Package I left off in the sales cycle. At the end of Courses 3, 4 and 5 you will have mastered the following:

  • Framing any sale and negotiation to your advantage so you are driving the conversation
  • Presenting a simple, yet powerful and compelling 7 page Value Proposal that makes it easy for the customer to choose you – and feel confident it is the right choice for them
  • Responding effectively to “Your price is too high…” and confidently managing any negotiation tactics thrown your way by procurement
  • Ensuring that renewals are simple and straightforward and that the customer willingly offers significantly more follow-on business to you

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Class Curriculum



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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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