From Pre-Sales to Value Consultant
While experience is a key catalyst for presales professionals, it typically takes years to acquire. This course is designed to accelerate your transition from a traditional pre-sales role to that of a value consultant.
Days
Lectures
Hours
Workshop
Instructor: Seif ElBakry
Course Overview
While experience is a key catalyst for presales professionals, it typically takes years to acquire. This course is designed to accelerate your transition from a traditional pre-sales role to that of a value consultant. It equips you with the skills and knowledge to make a significant impact both in your organization and for your clients, condensing years of learning into a focused program.
Transform your pre-sales expertise into strategic value consulting. Learn to uncover client needs, quantify impact, and position solutions effectively.
You will be a master of persuasion, convincing your customers to buy what you have to offer. Not only that, but you will astound them with creative solutions that they have not considered, leading them to recognize the value that you are bringing to the table.
MASTER your role as presales/consultant DISTINGUISH yourself & solutions and proclaim VALUE to your clients. Sharpen yourself, study your client, put the best VALUED solution, and wrap it all up and Present the WINING offer.
All you need to know about the course
This comprehensive course is designed to compress years of presales experience into an intensive program, focusing on the crucial non-technical aspects of becoming a successful value consultant. As an experienced presales engineer, I can attest that the role demands more than just technical knowledge - it requires the ability to be a trusted advisor to clients, a skill that typically takes years to develop.
In this course, we address the core elements that transform a presales engineer into a value consultant. We dive deep into three critical areas:
- Personal Development: Honing your skills in communication, presentation, and relationship-building to establish yourself as a credible and trustworthy advisor.
- Client Understanding: Mastering the art of discovery to truly understand your client's pain points, needs, and obstacles. This includes learning how to ask the right questions and actively listen to uncover underlying issues.
- Solution Crafting: Developing the ability to translate client needs into tailored, value-driven solutions. This involves not just technical know-how, but the strategic thinking to align solutions with business objectives.
By condensing years of field experience into this course, we aim to accelerate your journey from a traditional presales role to that of a strategic value consultant. You'll gain insights and practical skills that would typically take years to acquire, preparing you to handle complex client scenarios with confidence and expertise.
This course bridges the gap between pre-sales and value consulting. Dive into value discovery, ROI calculations, and crafting compelling business cases.
In this course, you will master the three pillars that comprise your proposal, YOU, CLIENT, and SOLUTION, in order to master your delivery. This course will walk you through the entire sales cycle, from qualification to closing the deal. It will show the Pre-sales role in each step, as well as how to perform your role and improve it. You'll be trained on the artifacts needed for each step, as well as how to qualify your client, educate him if necessary, and become his trusted consultant.
Whether you are a consultant, solution delivery, solution architect, or technical salesperson, you all have the same goal: to recommend and offer your clients the accepted solution.
- Pre Sales, Technical Sales, Solutions Engineer, Consultants, Service Consultants – Project Managers.
- Presales Engineers /Solution Architects/Solutions Consultants looking to advance their careers
- Sales professionals wanting to enhance their value consulting skills
- Technical experts interested in strategic business roles
- Presales Managers, looking to a ready made non technical presales training
- The Presales Department
- Evolution of Presales and different types of presales
- Qualities and essential skills for Presales
- Working on yourself and become a trusted advisor
- Understanding the value consultant role
- Differentiate between a product/Solution/Value
- Difference between Vanilla solution and a Value Solution
- How to uncover client true needs and pains
- How to Pitch your solution and yourself
- Use elevator pitch to more discovery
- Master the Art of Discovery and Solution building
- Quantifying your prospect and his needs
- Crafting and presenting compelling business cases
- Handling Demos to reflect your discovery
- Handle RFP’s, RFX
- Handling Proposals
- Fill your pockets with useful hints and different personas.
By the end of this course, you'll master the art of persuasion, convincing customers to embrace your offerings. You'll also impress them with innovative solutions they hadn't considered, showcasing the unique value you bring to the table.
- Gain your client trust and conduct in-depth value discovery sessions with clients
- Transition effectively from presales to value consulting
- With your outstanding discovery and client trust you shall be able to qualify clients and craft solutions faster, which ends to a shorter and more effective sales cycle.
- Dig deeper into consultative and value selling
- Create and present compelling strategic business cases
- Enhance your approach to offerings and demonstrate value to prospects
- Tailor your communication to client preferences, establishing yourself as a trusted consultant
- Expand your toolkit and skills to implement optimal solutions
- Refine your demo and presentation techniques for winning outcomes
- Craft impactful personal, business, and solution elevator pitches
- Learn how to craft your offering “Value Proposition”
- Master the art of writing persuasive proposals and responding to RFPs
| Module | Topic | Exercises/Outcomes |
|---|---|---|
| Module 1 | Set The Stage | Know types of Presales. The Sales Cycle and your role in it at every stage. |
| Know the triangle of the solution You – Solution - Client | ||
| Module 2 | The How or "ME” | In many situations it is how you deliver it and not only what you are delivering. Distinguish your offering by distinguishing how you offer it. How to act and become a trusted consultant where your client will listen to you and trust you with his pains |
| Module 3 | The What or "SOLUTION” | Know your basic solution in its vanilla flavor. Present your solution to anyone.. How to put Client’s value to your solution. It has to be addressed to the client, and this has to be shown in your Opportunity Status Report. That is what you will show in your demo. |
| Module 4 | The Who or "CLIENT” | Reach the true requirements and pains of your client, and what he seeks in his solution. Or educate him if he has no clear solution. |
| Module 5 | The Presentation or "THE PEAK” | This is your peak how to collect everything and show it here. Whether it is a demo, presentation meeting. It is your monologue time the scene from which you will get the award. |
| Module 6 | The Proposals | The job is not complete if you can read your RFP/RFI and respond to it, you do not want to mess it up at the end. This is your primary contract of agreement. |
| Workshop 1 | The Elevator Pitch | Learn how to pitch yourself, your company, your solution, and use this tool to tackle more of your clients pains |
| Workshop 2 | Discovery to Solution | This is the essence of the course, if we get the experiences required this job will be easier with our client’s once we are able to tackle and find their pains and objectives |
Working in Presales or Sales or Solution Architect or a Consultant, where you have to present and discuss your solution with clients
You should have one or two cases to be used for your project and your discussions
