Selling Value – How to Equip Your Sales Team to Sell in a Challenging Economy


Founder and Managing Partner, Intelligent Conversations
Webinar Recording Details
  • Date and Time
    Tue, Jan 25, 2022 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.


With supply chain constraints, long lead times, and inflationary pressure driving uncertainty, it is more important than ever for your sales team to sell value over price.  Are your salespeople able to drive sales conversations that help buyers discover the full value of your product or service?  Do they ask great questions, uncover compelling reasons to buy, and create urgency to act now?  Are your sales managers coaching your salespeople to get better at selling value?

In this 60-minute live broadcast, sales development expert and author Mike Carroll will share practical advice to help your salespeople structure their conversations to sell value.  You will learn how to structure questions to create urgency and highlight the gap between where your prospects are now versus where they could be if they worked with you.  Mike will also explain the pitfalls and blind spots may be holding your salespeople back and preventing them from selling value.

Topics included:
  • Asking questions to highlight value over price
  • Using time-based questions to create urgency
  • When and how to discuss finances
  • Having a sales process that supports selling value
  • Learning why prospects buy?
  • Asking great questions and asking enough questions
  • How to avoid making assumptions
  • Building trust and rapport
  • Not being compelled to quote

About Mike Carroll

As Founder and Managing Partner of Intelligent Conversations, Mike Carroll brings more than 30 years of business-to-business sales experience to help middle-market companies drive remarkable growth.  Mike works hands-on with senior executives, sales leaders, and salespeople to build profitable sales cultures.  He has transformed hundreds of sales teams by changing behaviors and leveraging proven methodologies to increase sales and improve profitability.  While Mike is proud of the impact he has had on thousands of sales professionals and sales leaders across North America, he takes tremendous satisfaction in helping CEOs, owners, and executives eliminate their uncertainties and doubts when making decisions about their sales team.  His new book, The Sales Team You Deserve, is available on Amazon.