Selling On Value Proposition For Winning And Keeping Customers

Marketing Institute of Singapore - Executive Development

Course introduction

Do you want to develop or strengthen your value proposition to bring your business to the next higher level of performance?
Selling requires salespeople to articulate the value propositions of the solutions to their customers. Findings have revealed that powerful value propositions capture customers’ interests, open doors to sales conversation and meeting opportunities. These value propositions are the answers to the customers’ business issues and the reasons for why they will want to buy from you.
This workshop walks you through real-life examples and application of the concepts. It helps you to review, clarify and develop value propositions that resonate with customers’ business situations and improve customer acquisition opportunities.

Course Benefits

  • Adopt value proposition model for sales call
  • Identify effective value propositions for business outcomes
  • Develop and articulate value proposition that resonates with customers

Target Audience

Any sales executives or newly appointed salesperson who wants to master the art of selling skills. Also for sales professionals who want to refresh their sales skills.

Course Outline

  • Review, clarify and re-thinking your value proposition
  • Understand the key elements of a strong value proposition
  • Formulate value proposition that meets the customers’ outcomes
  • Position value proposition that resonates with each different target segment
  • Develop a real-life value proposition in the customers’ language
  • Apply best practices of value proposition for buyers’ conviction

Available Course Sessions

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Trainer Profile

Cecilia Sim

Cecilia Sim is highly enthusiastic and motivated in facilitating participants to uncover and develop their personal and professional potentials. She includes gap analysis training methodology and walks the participants through self-discovery process to review past and existing workplace experiences, highlight necessary changes and revitalise next action steps for personal development and better results.

Cecilia is a bilingual facilitator who conducts programs according to learners and organisational background, needs and requirements. She has strong people skills and cross-border experiences to work with participants across different industries and cultures in the region. Her 20 years of extensive industry experiences came from her previous roles as Trainer/Facilitator, Sales Consultant, Assistant Director, and General Managers in various industries ranging from information technology, education, membership and management consulting. Her past corporate sales and marketing experiences include sales support for information systems, promotion of high profile memberships for MNC, SMEs and startup in many fields. She was responsible for portfolio repositioning, change management, sales results and performance of her team and organisation in her previous positions.

Her key competencies include corporate training, course development, and management consultancy services in the areas of sales and marketing, communication, customer services, supervisory management and mentoring.

Among many others, Cecilia's corporate clients include Ascendas Services Pte Ltd, Chemipac Marketing Services, Koda Ltd, ComfortDelGro Rent-A-Car Pte Ltd, Premier Rent a car, Diethelm Singapore Pte Ltd, Nike, Inc, MTU Asia, Kennametal Pte Ltd, American Express Singapore, Sime Darby Singapore Ltd, Spa Esprit, Applied Materials, SL Global Pte Ltd, Yung Wah Ind Co (Pte) Ltd, YHI Corp (Singapore) Pte Ltd, Chubb Singapore Pte Ltd, City Development Limited, Goodwood Park Hotel, York Hotel, PSC Group Limited, Singapore Food Industries Ltd, People's Association, WDA, Ministry of Education, Ministry of Defense, Singapore Police Force, People's Association, SAFRA. Her participants include organisations from Indonesia, Malaysia, Thailand, Vietnam, India, Pakistan, Australia, China and Hong Kong.

She holds a Master of Business Administration from University of Adelaide, Australia, Bachelor of Business Administration (Honor, major in Management Information System) from Northeastern University, Boston, USA. She also holds an Advanced Certificate in Training and Assessment (ACTA), WSQ. She is also a certified trainer for Service Professional (CSP) and GEMS.