An Intensive 5-day Training Course
Strategic Selling & Value Propositions
for Business to Business (B2B) Companies
A Strategic Approach to Selling, is the Best Way to Win Business and Protect Profit Margins
UPCOMING SESSIONS
| Date | Venue | Fee | |
|---|---|---|---|
| 23-27 Mar 2026 | London - UK | $5,950 | RESERVE A SEAT |
| 01-05 Jun 2026 | Dubai - UAE | $5,950 | RESERVE A SEAT |
| 21-25 Sep 2026 | London - UK | $5,950 | RESERVE A SEAT |
| 30 Nov-04 Dec 2026 | Dubai - UAE | $5,950 | RESERVE A SEAT |
Training Course Overview
Are you constantly lowering your prices to win business? If so, this course is tailored for you. It’s designed to help you break free from the cycle of shrinking margins and discover how to offer superior value that customers are willing to pay for.
The Strategic Selling & Value Propositions for Business to Business (B2B) Companies training course uses real-life examples from B2B companies that have successfully overcome severe price pressures and are now able to command premium prices for their products and services.
You will learn strategies for shifting your market position and selling effectively, even when competitors offer lower prices, by developing strategic selling techniques and creating compelling new value propositions.
Training Course Objectives
By attending this Anderson training course, delegates will be able to:
- Create a consistent sales strategy
- Design stronger value-propositions that overcome price competition
- Gain support internally to achieve your sales targets
- Develop stronger customer-relationships that win preference
- Offer superior value to customers and charge them for it
Designed for
This Anderson training course is suitable to a wide range of professionals but will greatly benefit:
- Managers and directors who want to manage sales strategically
- Sales teams that need to adopt strategic selling
- Executives required to create value propositions
- Communications executives who want to communicate strong value propositions
- Managers who want to build stronger relationships with customers
- Experienced and new sales executives
The Course Outline
- Strategic selling and why it is essential
- How buyers buying-behaviour has changed
- Why selling must change and how
- Best practice in strategic selling
- Breaking the low-price cycle with strong value propositions
- Understanding your company’s strategic intent
- Using the brand to win customers and contracts
- Identifying opportunities to add value in the selling process
- Value propositions that competitors can’t match
- How to select the best potential customers
- Defining the real customer-needs
- Using the brand in the selling process
- How to influence the customer’s specification
- Building preference and credibility
- Setting your strategic selling objectives
- Defining the selling strategy
- How to target to win the sale
- Defining the priority, importance and tasks
- How to build superior value-propositions
- Moving away from the USP
- What should you sell and why?
- Avoiding the ‘price destroyers’
- How to justify higher a higher price
- The myth of ‘Total Cost of Ownership’
- A strategy to win in the bidding process
- Communicating to win new customers
- Communicating to build existing relationships
- Communicating for credibility and influencing the sale
- Winning with principled negotiations
- Winning support internally
- Measuring the results of sales strategy
The Certificate
- Anderson Certificate of Completion will be provided to delegates who attend and complete the course
Learn More About
this course
How can I register for a training course?
There are several convenient ways to register for our training programs:
- Online: Explore our training calendar, choose the course that suits your needs, and click the “Register Now” button on the course details page.
- Email: Share your details, including your name, organization, email address, and selected course, by sending an email to [email protected]
- Phone: Reach out to us directly at +971 4 273 3503, and our team will guide you through the registration process.
When will I receive confirmation of my registration?
Once your registration is successfully completed, you will receive a confirmation email within 24 hours. This email will contain your registration details, invoice, and the necessary joining instructions for the course.
What does the training fee cover?
Where are your training courses held?
Our training programs are hosted at luxurious five-star hotels in prestigious destinations across the globe. Some of our popular locations include Dubai, London, Kuala Lumpur, Amsterdam, New York, Paris, Vienna, and many other iconic cities.
Can I request customized corporate training?
Yes, we offer tailored corporate training solutions to meet your organization’s specific needs. Please contact us at [email protected] or call +971 4 273 3503 for more information.
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