Prospects will move to your side of the table once you can open up a discussion about value.

Value Selling

Value Selling calculations do not have to be complicated. Simplicity can create a compelling logic that is hard to disagree with, which is exactly what we are trying to achieve when we use value calculations in a sales engagement.

The more complex your sales proposition, the harder it can be for sellers to engage in discussions about the financial value generated by it, either in total, or by specific applications. And if they can’t confidentially talk about the financial value of the components parts of it, they’ll quickly get drawn into a discussion about the overall price, without the tools they’ll need to defend it. Sound familiar?

Value selling requires a level of engagement with prospects that moves beyond discussions about features and benefits (how sure are you that your sellers know the difference?)

To deliver this well, Sellers benefit from having a deep understanding of how your offering affects their prospects’ business critical issues (and knowledge of what these are for your target sector). Top Sellers are technical experts who know how their application affects turnover, costs, and other key drivers of business margin.

How confident are you that your sellers can explain each component part of your Value Proposition in financial terms?

Well it doesn’t have to be this complicated…

When we use our Value Selling sales training models with Sellers, they quickly recognise how and where their proposition adds value from a buyer perspective. And most of these components of value do not appear on their price list!

Call us for a more detailed discussion

“I haven’t worked so hard in ages! The course asked me questions about things I’ve never thought of before but it’s helped me with my selling. I suppose I’ve got out of the habit of doing it [sales] properly but I’ve no excuse now” – SW, Territory Manager

Value selling does not suit all sales models though it may suit yours. Feel free to call us directly, or complete the contact form below, so that you can learn about how it might help you.

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