Consultative Selling: Emphasizing Value Over Price in Sales
June 18, 2025 @ 3:15 pm - 4:30 pm
Consultative Selling: Emphasizing Value Over Price in Sales
Consultative selling shifts the focus from the lowest price to understanding each customer’s unique needs. This approach emphasizes asking the right questions, delivering tailored solutions that highlight value, and building trust. You’ll learn to reduce the fear of selling by developing essential skills that boost confidence and effectiveness. We’ll cover how to understand your value proposition, enhance listening skills, ask insightful questions, and identify decision-makers. By implementing these strategies, you’ll create more meaningful customer interactions and strengthen your sales outcomes.
The ESA team is excited to see you at this session in 2025.
In this session, you’ll learn:
Better listening skills and the right questions to engage with customers more effectively.
How to clearly communicate the solutions and benefits that highlight value over price.
Techniques for establishing and maintaining client trust and credibility.
Ways to differentiate your solutions from competitors using value-driven strategies.
How to identify key decision-makers within organizations to streamline the sales process
An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.
See all CEU credits available for attending ESX 2025 education sessions. MORE
Presenters:
Marvin Smith
Orlando Emergency Signal
Paul Verruto
Wayne Alarm Systems
Sales & Marketing
Learn to develop your brand and go-to-market strategy to keep the focus on building your RMR. Identify complementary markets, new products, and services that will give your sales teams the edge over the competition. Explore new sales management processes that will accelerate sales performance and increase your revenues and RMR.
This Track is sponsored by:
