What you'll learn

Build detailed customer personas and conduct research to understand buyer psychology and decision-making processes
Craft compelling value propositions tailored to different stakeholders and quantify ROI for complex B2B deals
Apply consultative selling techniques to uncover customer needs, build trust, and align solutions with customer goals
Close high-value deals confidently using win-win negotiation strategies and build long-term customer relationships

Course content

11 sections • 21 lectures • 1h 49m total length

Introduction5:09
Master value-based selling by shifting to a customer-centric approach that solves problems and delivers measurable outcomes. Tailor value propositions, build trust, and close deals with solutions that meet customer needs.
Our Use Case - InsightTech Solutions3:27
Learn to apply value-based selling strategies in practice using InsightTech Solutions as a model, crafting value propositions, delivering measurable results, and leveraging templates and exercises to boost retention and sales.

Step 1 - Understanding Your Customer (1)6:48
Learn the foundations of value-based selling by understanding your customer through research, personas, and decision-making psychology, using insights to tailor solutions with trust, ROI, and convenience.
Step 1 - Understanding Your Customer (2)4:17
Develop customer personas through data and insights to tailor messaging and value propositions, understanding needs, goals, and challenges for effective value-based selling.
Understanding Your Customer - Knowledge Check
Build a Manufacturing Operations Buyer Persona
Customer Discovery Call Role Play

Step 2 - Defining Your Value Proposition (1)6:35
Define a strong, customer-focused value proposition that links features to benefits, tailors messaging for each audience, and crafts a measurable proposition that boosts retention and return on investment.
Step 2 - Defining Your Value Proposition (2)3:54
Tailor value propositions to distinct audiences, highlighting ease of use for Evelyn and advanced analytics for Alex, while CIP helps small to medium-sized e-commerce businesses boost ROI through ai-powered segmentation.
Defining Your Value Proposition - Knowledge Check
Craft Value Propositions for Three Manufacturing Stakeholders
Value Proposition Pitch to Multiple Manufacturing Stakeholders

Step 4 - Uncovering Customer Needs (1)7:01
Uncover customer needs with open-ended questions, diagnose problems, and explore tailored solutions through consultative selling. Conduct a customer needs analysis to position yourself as a trusted advisor and deliver value.
Step 4 - Uncovering Customer Needs (2)4:32
Learn consultative selling to become a trusted advisor, uncover customer needs with open-ended questions and active listening, and use personalized, tailored insights to boost retention and engagement in ecommerce.
Uncovering Customer Needs - Knowledge Check
Conduct Supply Chain Needs Analysis for Manufacturing Customer
Consultative Needs Discovery with Complex Manufacturing Customer

Live Value Demonstration to Manufacturing Decision-Making Committee
Step 5 - Demonstrating and Quantifying Value (1)6:26
Demonstrate and quantify your product value using metrics and roi, supported by data-backed insights and dashboards. Leverage storytelling and predictive analytics to illustrate impact and drive decision-making.
Step 5 - Demonstrating and Quantifying Value (2)4:18
Demonstrate value with ROI calculators, dashboards, and predictive analytics to quantify outcomes, such as reducing cart abandonment and increasing repeat purchases through Shopify and MailChimp integrations.
Demonstrating and Quantifying Value - Knowledge Check
Build ROI Case and Success Story for Manufacturing Prospect

Multi-Stakeholder Alignment Meeting Facilitation
Develop Multi-Stakeholder Sales Strategy for Manufacturing Deal
Step 6 - Aligning Value with Customer Goals (1)6:55
Align value with customer goals, personalize solutions, and involve stakeholders to collaboratively build tailored strategies that boost retention, ROI, and revenue growth.
Step 6 - Aligning Value with Customer Goals (2)4:18
Aligns stakeholders by identifying Evelyn and Alex, tailoring messaging to ROI and analytics, and facilitating joint demos to secure a 30% boost in repeat purchases and collective buy-in.
Aligning Value with Customer Goals - Knowledge Check

Step 7 - Closing the Deal with Confidence (1)4:28
Identify buying signals, address last-minute objections, and negotiate win-win agreements to close deals with confidence, using ROI data, flexible options, and clear next steps.
Step 7 - Closing the Deal with Confidence (2)4:36
Close deals with confidence by addressing final objections through empathy, clarifying questions, data-driven evidence, and flexible terms, while highlighting ROI, implementation support, and long-term value.
Closing the Deal with Confidence - Knowledge Check
Design Manufacturing Deal Closing Strategy
Final Closing Meeting with Integration and Budget Timing Objections

Step 8 - Building Long-Term Relationships (1)7:11
Learn to build long-term customer relationships by nurturing loyalty, delivering post-sale support, measuring satisfaction, and turning customers into advocates with a structured customer success plan.
Step 8 - Building Long-Term Relationships (2)4:20
Measure customer satisfaction through post-month surveys and feedback trends to boost trust, prioritize improvements like enhanced reporting and personalized training in advanced analytics, and share success stories and case studies.
Building Long-Term Relationships - Knowledge Check
Design Manufacturing Customer Success and Advocacy Program
90-Day Business Review and Advocacy Invitation

Requirements

No prior sales experience required, though basic familiarity with B2B sales concepts is helpful

Description

This course contains the use of artificial intelligence.

Are you ready to transform the way you sell? Value-Based Selling: Sales Strategy and Closing Techniques is a comprehensive, step-by-step course designed to help sales professionals, entrepreneurs, and business leaders move beyond traditional product-focused selling and adopt a customer-centric approach that delivers measurable results.

In today's competitive B2B landscape, buyers are more informed than ever. They don't want to hear about features and specifications — they want to know how your solution solves their specific problems and drives real business outcomes. This course teaches you exactly how to do that, using a proven 8-step framework illustrated through a realistic manufacturing case study featuring a supply chain technology company.

Throughout this course, you will learn how to build detailed customer personas that reveal what your buyers truly care about. You will discover how to craft tailored value propositions for different stakeholders, from operations managers to CFOs. You will master the art of building trust and rapport with skeptical prospects, and develop consultative questioning techniques that uncover the root causes behind customer challenges.

The course goes beyond theory. You will learn how to quantify the financial impact of your solution using ROI calculations, payback period analysis, and compelling success stories. You will practice aligning your value with customer goals across complex multi-stakeholder deals. You will develop confidence in closing high-value deals using win-win negotiation strategies that create lasting partnerships rather than one-time transactions.

What makes this course unique is the hands-on practice built into every step. Each module includes interactive assignments where you apply concepts to realistic scenarios, AI-powered role plays where you practice conversations with simulated buyers, and knowledge checks to reinforce your learning. You won't just learn the theory — you will practice the skills you need to succeed in real sales conversations.

By the end of this course, you will have a complete value-based selling toolkit: from initial customer research through deal closing and long-term relationship management. Whether you are new to sales or an experienced professional looking to sharpen your approach, this course will give you the frameworks, techniques, and confidence to sell on value and win more deals.

Who this course is for:

Sales professionals, account executives, business development managers, and entrepreneurs looking to master value-based selling

What you'll learn

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Course content

Introduction2 lectures • 9min

Step 1 - Understanding Your Customer3 lectures • 11min

Step 2 - Defining Your Value Proposition3 lectures • 10min

Step 3 - Building Trust and Rapport3 lectures • 11min

Step 4 - Uncovering Customer Needs3 lectures • 12min

Step 5 - Demonstrating and Quantifying Value3 lectures • 11min

Step 6 - Aligning Value with Customer Goals3 lectures • 11min

Step 7 - Closing the Deal with Confidence3 lectures • 9min

Step 8 - Building Long-Term Relationships3 lectures • 12min

Advanced Strategies for Value-Based Selling2 lectures • 11min

Requirements

Description

Who this course is for: