ECS - 3 Types of Value
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Course features
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Average time: 45 Minutes
Course overview
This training addresses a common sales problem: sellers often lead with products and services, leaving buyers to connect the dots on how the solution solves their business needs, challenges, and priorities.
The objectives are to help sellers understand and apply the three types of value — Business Value, Personal Value, and Product Value — so they can better uncover customer outcomes, stakeholder motivations, and the specific ways their solution supports what matters most to the buyer.
The objectives are to help sellers understand and apply the three types of value — Business Value, Personal Value, and Product Value — so they can better uncover customer outcomes, stakeholder motivations, and the specific ways their solution supports what matters most to the buyer.
Certification included
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What's included?
Closer to Athletic Training than Corporate Training
Our habit-forming system connects every course topic to the behaviors that create lasting improvement.
Sellers begin with focused training on one critical skill, then move into structured practice → coaching → repetition → feedback → reinforcement.
The system is designed to move the learner beyond course completion and toward consistent behavior change.
Sellers begin with focused training on one critical skill, then move into structured practice → coaching → repetition → feedback → reinforcement.
The system is designed to move the learner beyond course completion and toward consistent behavior change.
Training
Training establishes the core skill, uses Assessments to surface where the learner is starting, and clarifies the Outcome they are working toward.
Structured Practice
Practice gives sellers a guided way to apply the skill, while Tools help them turn the concept into action tied to a specific Outcome.
Coaching
Coaching adds Support around the learner’s real sales situations, using Feedback and Tools to help improve execution.
Repetition
Repeated Practice helps the skill become more natural, while Reinforcement keeps sellers returning to the behavior until it becomes consistent.
Feedback
Feedback, Scorecards, and Assessments help sellers see what is improving, what is missing, and where to focus next.
Reinforcement
Reinforcement keeps the skill active after training, with Tools and Scorecards helping sellers stay connected to the desired Outcome.
Patrick Jones
Patrick brings more than 10 years of experience working in the energy, environment, security, transport, and other high-tech sectors to his role as a senior consultant. He has worked with governments, businesses, and non-governmental organizations in a variety of roles, including project manager, program manager, and interim executive director. He has also provided consultancy and management services for public and private customers.
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