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Course description

You have worked hard to convince a customer that your solution is the answer to their business problems.  You are surprised when they tell you they are convinced, but ask why should they do business with you; why not one of a number of vendors who can seemingly provide adequate solutions…and at much lower cost?  Sound familiar?  If so, Quantifying Benefits will teach you how to answer the question, but more importantly, how to realize the success your efforts have earned.

Most sales reps believe that what they are selling are products or services.  In this course you will learn that “what” you are selling is the enablement of activity that will resolve a customer’s goals and objectives.  Achieving or not achieving these objectives has a business impact, measured in both time and money.  Once you have determined the business impact, your solution has a quantified benefit.  With this information you can create urgency.  Your solution – in fact, the solution of any provider – pales in comparison to the cost or loss of opportunity of solving these business goals.

 

Classroom training

Quantifying Benefits is a one-day workshop during which individual students and teams learn to quantify the benefits of their company solutions. To discuss an in-class Quantifying Benefits for your team or company, please call GDA at 800-966-4321.

 

On-Line Course

2001 Selling Value is the online Quantifying Benefits course.  The on-line course features interactive skills training, practice, and certified testing along with downloadable worksheets, which are ideal for creating meaningful summary notes.  This course can be completed in three hours, and it can be stopped and resumed at the student’s option.  Click here to register for 2001 Selling Value.

If you want to discuss having a customized on-line course for your company,
call GDA at 800-966-4321.

 

Blended Learning

After completing the online course, 2001 Selling Value, the student is eligible to attend a live webinar hosted by a GDA certified instructor along with other students who have completed the course.  The instructor will conduct live practice sessions using the students’ situations during this 90-minute webinar.  All students will benefit from their own practice and feedback, as well as from listening to the practice and feedback of up to twenty fellow students.

Click here if you’d like more information about a 2001 Selling Value Blended Learning Webinar.

 

quantifying-benefits30 Day Immersion Program

In just one month, a sales person, customer support person, or an entire company can learn to create urgency and reduce discounting by guiding a customer to quantify value associated with the strengths of your products and solutions.  Through a deliberately-planned immersion of skills, examples, personal application, coaching, and peer support, the GDA 30 Day Immersion will enhance and change behavior to best practices forever.

Key features of the GDA 30-Day Immersion include:

● Four Quantifying Benefits skills webinars hosted by senior GDA sales consultants, each with over 30 years of sales and customer service management experience.

● Downloadable guides for the individual and for the manager for applying Quantifying Benefits skills to the student’s environment.

● Live chat room on Quantifying Benefits topics with peer comments from around the world.

● An invitation to take the complete on-line course on Quantifying Benefits with built-in interactions, quizzes, testing, down-loadable notes tools, and certification.

● Tweets, Linked-in comments on Quantifying Benefits successes and issues

● Quantifying Benefits Success Stories from sales and customer service people from around the world.

CLICK HERE to enroll in the 30-Day Immersion in Quantifying Benefits

If you want to discuss a customized 30-Day Immersion Course or Curriculum for your company, call GDA at 800-966-4321.

 

iPhone App

One of the best ways to have access to the techniques featured in GDA’s course on Quantifying Benefits is by downloading the app onto your iPhone.  The app features audio review from the course content, complete with examples of what Quantifying Benefits discussions sound like when done well.  The audio only feature is designed so that the student can listen on the run, during exercising or while traveling.  Then, when the techniques are fresh in their minds, students can RECORD their own examples right into the app for review up to the minute before beginning an important customer conversation.

CLICK HERE to download Quantifying Benefits app from the app store.

 

Customer Comments

Good combination of presented ideas and practice during workshop; learning to estimate financial benefits was crucial.

  • Sales Rep, Siemens PLM EMEA

 

I have an opportunity that I have been working on which I am going to approach in a completely new way.  I need to explore the revenue impact (growth) for my customer.

  • Sales Rep, Tellabs US

 

This workshop helped me gain valuable insight into five industries.

  • Sales Rep, Maritz

 

I like how effective you can be when you quantify benefits and personalize them according to the unique business environment.

  • Sales Rep, UGS