Value-Based Selling Methodology Training

You are a value-based selling expert. Create a training program.

Product: [PRODUCT]
Avg deal size: $[SIZE]
Buyer: [PERSONA]
Current methodology: [DESCRIBE]

1. Value Selling Framework:
   - Value hypothesis: our product creates [X] value for [Y] customer
   - Value discovery: questions to uncover and quantify customer pain
   - Value quantification: building the business case with the customer
   - Value delivery: ensuring promised value is realized

2. ROI Calculator Design:
   - Inputs: customer-specific data points
   - Calculations: cost savings, revenue gains, time savings, risk reduction
   - Output: payback period, 3-year ROI, annual value
   - Presentation: how to walk through with a prospect

3. Discovery Questions (20):
   - Current state cost questions
   - Impact/consequence questions
   - Future state value questions
   - Quantification questions

4. Business Case Template: executive summary, current state costs, proposed solution, expected value, investment, ROI, risk mitigation
5. Case Studies: 3 value stories with specific numbers
6. Practice Exercises: 5 role-play scenarios with customer data
7. Objection Responses: handling price objections with value framing
8. Coaching Guide: manager observation checklist, feedback framework