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Customer Service, Sales , Marketing Training Courses

Value Based Selling: Overcoming Price Objection

Duration
2025-11-02 5 Days 2025-11-06
Attendance

Hotel Meeting Room

Hotel Meeting Room
Course code
SM-314
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City / venue
Amman

Classroom

Fees / hours
2750 $ | 25 Hours

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Course details

Overview
Content
Training Methodology

Overview ?

Program Objectives
By the end of the program, participants will be able to:
  • Integrate consultative and value added selling into their professional practices.
  • Understand the process and psychology of the sales cycle.
  • Synchronize their selling cycle to the buying cycle of the customer.
  • Manage the value of their customers.
This Program is designed for

Sales and Marketing staff as well as anyone who needs to sell a commodity or an idea to another person. This program is worth 25 NASBA CPEs.

Program Outline
The Changing Business Environment
  • Turbulent Times for Companies
  • Evolution of Personal Selling
  • Are We Selling Something or Helping the Customer Buy?
  • Personal Selling Profile
Preparation and Self Organization
  • Personal Management
  • Impact of Your Appearance
  • Developing a Strategy for Sales Success (The BAT Formula: Behavior, Attitude and Techniques)
The Sales Meeting
  • Functions of the Sales Presentation
  • Professional Skills
  • The ASAP Formula (Art, Science, Agility, Performance)
  • The 7-Step Sales Process
  • Overcoming Objections Which Comprise 6 Major Factors:
    • Need
    • Features
    • Company
    • Price
    • Time
    • Competition
  • Closing Techniques

 
Creating Rapport through Communication
  • Purpose of Communication
  • Elements of Communication with Others
  • Questioning and Probing Skills (The RAIN Model: Rapport, Aspirations, Impact, Need Analysis)
Managing the Customer Relationship
  • Service Beliefs and Philosophy
  • Basic Attributes of a Positive Attitude
  • Value of Your Customer and How You Manage It
  • Causes of Customer Attrition
  • How to Respond to Different Buyers and Different Personalities

 

Day 1

Asset Cost Management Introduction

Definitions of reliability, maintenance & asset management
The total cost of maintenance
Best practice reliability and maintenance processes
Elements of asset management best practice
Auditing performance
Overview of TPM, RCM, BCM, QCM, and other asset management buzzword
Open discussion sessions

Day 2

Laying the Groundwork

Definitions of reliability, maintenance & asset management
The total cost of maintenance
Best practice reliability and maintenance processes
Elements of asset management best practice
Auditing performance
Overview of TPM, RCM, BCM, QCM, and other asset management buzzword
Open discussion sessions

Day 3

Applying the Value based Process

Definitions of reliability, maintenance & asset management
The total cost of maintenance
Best practice reliability and maintenance processes
Elements of asset management best practice
Auditing performance
Overview of TPM, RCM, BCM, QCM, and other asset management buzzword
Open discussion sessions

Day 4

Ensuring the Continuity of the Value-based Process

Definitions of reliability, maintenance & asset management
The total cost of maintenance
Best practice reliability and maintenance processes
Elements of asset management best practice
Auditing performance
Overview of TPM, RCM, BCM, QCM, and other asset management buzzword
Open discussion sessions

Day 5

Supporting Process that Lower Life-cycle costs

Definitions of reliability, maintenance & asset management
The total cost of maintenance
Best practice reliability and maintenance processes
Elements of asset management best practice
Auditing performance
Overview of TPM, RCM, BCM, QCM, and other asset management buzzword
Open discussion sessions

Training Methodology

Pathways Training and consulting adopts the newest techniques of human resources Training and consulting and, with the following:

  • Theoretical lectures are delivered via PowerPoint and visual displays (videos and short films)
  • Making scientific evaluation to the trainee (before and after)
  • Brainstorming and role-playing
  • Using case studies related to the scientific material being delivered and the trainees' work.
  • The participants get the scientific and practical material printed and on CDs and Flash memories.
  • Preparing records and reports of the participants' attendance and results, with a general evaluation of the training program.
  • A group of the best trainers and experts in all fields and specialties professionally prepares the scientific material.
  • After finishing the course, the participants get certificates of attendance signed, certified, and issued by pathways Training and consulting.
  • Our training programs start at 9:00 o'clock in the morning and end at 2:00 in the afternoon, with snack buffet during the lectures.
  • Providing a lunch buffet during the training program period, with organizing a lunch party on the training program final day for taking some photos and certificate awarding.
Different venues & timings for this course

Course name

Duration

City

Price

Value Based Selling: Overcoming Price Objection

17, Feb 2025 21, Feb 2025

Brussels

4750$

Value Based Selling: Overcoming Price Objection

24, Feb 2025 28, Feb 2025

Zurich

4750$

Value Based Selling: Overcoming Price Objection

03, Mar 2025 07, Mar 2025

Trabzon

3500$

Value Based Selling: Overcoming Price Objection

10, Mar 2025 14, Mar 2025

Beijing

4950$

Value Based Selling: Overcoming Price Objection

17, Mar 2025 21, Mar 2025

Amsterdam

4750$

Value Based Selling: Overcoming Price Objection

24, Mar 2025 28, Mar 2025

Bangkok

4950$

Value Based Selling: Overcoming Price Objection

30, Mar 2025 03, Apr 2025

Muscat

2750$

Value Based Selling: Overcoming Price Objection

07, Apr 2025 11, Apr 2025

Toronto

5500$

Value Based Selling: Overcoming Price Objection

14, Apr 2025 18, Apr 2025

Barcelona

4750$

Value Based Selling: Overcoming Price Objection

21, Apr 2025 25, Apr 2025

London

4750$

Value Based Selling: Overcoming Price Objection

27, Apr 2025 01, May 2025

Cairo

2450$

Value Based Selling: Overcoming Price Objection

05, May 2025 09, May 2025

Geneva

4750$

Value Based Selling: Overcoming Price Objection

12, May 2025 16, May 2025

Vienna

4750$

Value Based Selling: Overcoming Price Objection

19, May 2025 23, May 2025

Munich

4750$

Value Based Selling: Overcoming Price Objection

26, May 2025 30, May 2025

Prague

4750$

Value Based Selling: Overcoming Price Objection

02, Jun 2025 06, Jun 2025

Rome

4750$

Value Based Selling: Overcoming Price Objection

09, Jun 2025 13, Jun 2025

Jakarta

3500$

Value Based Selling: Overcoming Price Objection

15, Jun 2025 19, Jun 2025

Tunisia

3250$

Value Based Selling: Overcoming Price Objection

23, Jun 2025 27, Jun 2025

Marbella

4750$

Value Based Selling: Overcoming Price Objection

30, Jun 2025 04, Jul 2025

Paris

4750$

Value Based Selling: Overcoming Price Objection

07, Jul 2025 11, Jul 2025

Madrid

4750$

Value Based Selling: Overcoming Price Objection

13, Jul 2025 17, Jul 2025

DUBAI

2950$

Value Based Selling: Overcoming Price Objection

21, Jul 2025 25, Jul 2025

Kuala Lumpur

3250$

Value Based Selling: Overcoming Price Objection

27, Jul 2025 31, Jul 2025

Amman

2750$

Value Based Selling: Overcoming Price Objection

27, Jul 2025 31, Jul 2025

Khobar

2750$

Value Based Selling: Overcoming Price Objection

03, Aug 2025 07, Aug 2025

Marrakesh

2950$

Value Based Selling: Overcoming Price Objection

10, Aug 2025 14, Aug 2025

Sharm ElShaikh

2750$

Value Based Selling: Overcoming Price Objection

11, Aug 2025 15, Aug 2025

Milan

4750$

Value Based Selling: Overcoming Price Objection

17, Aug 2025 21, Aug 2025

Doha

3500$

Value Based Selling: Overcoming Price Objection

24, Aug 2025 28, Aug 2025

Casablanca

2950$

Value Based Selling: Overcoming Price Objection

31, Aug 2025 04, Sep 2025

Riyadh

2750$

Value Based Selling: Overcoming Price Objection

08, Sep 2025 12, Sep 2025

Istanbul

2950$

Value Based Selling: Overcoming Price Objection

14, Sep 2025 18, Sep 2025

Jeddah

2750$

Value Based Selling: Overcoming Price Objection

21, Sep 2025 25, Sep 2025

Manama

2750$

Value Based Selling: Overcoming Price Objection

28, Sep 2025 02, Oct 2025

Beirut

2750$

Value Based Selling: Overcoming Price Objection

06, Oct 2025 10, Oct 2025

Singapore

4950$

Value Based Selling: Overcoming Price Objection

12, Oct 2025 16, Oct 2025

Kuwait

2750$

Value Based Selling: Overcoming Price Objection

19, Oct 2025 23, Oct 2025

DUBAI

2950$

Value Based Selling: Overcoming Price Objection

27, Oct 2025 31, Oct 2025

Kuala Lumpur

3250$

Value Based Selling: Overcoming Price Objection

02, Nov 2025 06, Nov 2025

Amman

2750$

Value Based Selling: Overcoming Price Objection

09, Nov 2025 13, Nov 2025

Marrakesh

2950$

Value Based Selling: Overcoming Price Objection

16, Nov 2025 20, Nov 2025

Sharm ElShaikh

2750$

Value Based Selling: Overcoming Price Objection

23, Nov 2025 27, Nov 2025

Doha

3500$

Value Based Selling: Overcoming Price Objection

30, Nov 2025 04, Dec 2025

Casablanca

2950$

Value Based Selling: Overcoming Price Objection

01, Dec 2025 05, Dec 2025

Milan

4750$

Value Based Selling: Overcoming Price Objection

07, Dec 2025 11, Dec 2025

Riyadh

2750$

Value Based Selling: Overcoming Price Objection

15, Dec 2025 19, Dec 2025

Istanbul

2950$

Value Based Selling: Overcoming Price Objection

21, Dec 2025 25, Dec 2025

Jeddah

2750$

Value Based Selling: Overcoming Price Objection

29, Dec 2025 02, Jan 2026

Istanbul

2950$

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