2001 Selling Value

2001 Selling Value

Online Course

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Financial Sales Skills for Creating Customer Urgency and Eliminating Discounting

For most major decisions, the question remains,
what does it mean to my bottom line? 
What do faster reports mean?  What is the
value of “better productivity,” or “easier to use,”
or “more professional,” or “better architecture?” 

Every sales and marketing person has had the perplexing experience of losing a big sale that we “just knew we had won!”  We proved our business solution, our features were great, the customer was enthralled with our people, our prices were better, and the customer wanted the benefits… yet we lost.  Whether the loss was to a competitor, to another internal project or to perpetual delays, it hurts.

Where did we go wrong?  Many times it is not where we went wrong, but that we forgot or didn’t know how to answer the question, “So What?”  Even price discounts are not compelling reasons to buy.  But if we could get a customer to say, “Every month we delay costs us $90,000,” then we have created a compelling reason to buy.


Consider this:


  • How do you prove your value proposition?

  • Is your value proposition documented?

  • Can you articulate your advantages well enough not to discount?

  • Do you have a comprehensive database of your best references? Does it quantify their benefits?

  • Can you describe the quantified benefits of the key references within specific territories or markets?

Without a good answer to these questions you need this course.

In this course, you'll learn:

  • “So What?” Selling: Business Benefit versus Features

  • How to Guide the Customer to Quantifying and Believing

  • How to Develop Compelling Reason to Buy

As a result of GDA’s Selling Value sales training course, sales people will be able to utilize these financial benefits to develop compelling reasons for buying even when faced with reduced budgets, competitive discounts and look-a-like alternatives.





Course details:

  • Number of modules:   4
  • Course length: 2 - 2.5 hours
  • Certificate: Yes


Self Paced eLearning


Call us at 800-966-4321 or email us at Admin@Growthdevelopment.com with any questions or comments.  Our team is looking forward to working with you.  Below are some of the typical questions we get.

Q:  How long does each module take?

The time varies by person, but a good guideline is 20 minutes for each module.

Q:  What if I don't have time to complete the entire module?

Not a problem!  The system remembers where you are in the course when you leave. When you return to the module, you have the option of resuming from that place or starting at the beginning.

Q:  Will it remember where I left off?

Yes, the system remembers where you were in the course when you left.

Q:  Does it include audio?

Yes, you have the instructor's voice guiding you and explaining techniques as you move through the course, along with music at various intervals throughout the course.

Q:  Does it include video?

Yes, there are animations and video clips in each course.

Q:  Can I retake the quiz if needed?

Yes, you may retake quizzes as many times as you like.  The final exam can only be taken twice.


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