That’s why your sales approach - and the key stages in your sales pipeline and CRM system - must be designed around the key stages and milestones in your prospect’s buying decision journey. You want more customers, higher margins, more market share. Value Selling Fundamentals: 7 Actions to Create Thoughtful Interactions 1) Firmly believe in your USP and back it up. Marketers sometimes make a great deal of fuss about articulating your company’s “unique value proposition”. 3) Watch and learn what the top influencers in your market are doing. And you need to clearly explain how you deliver unique and relevant value to every member of the decision-making team. Bob Apollo is a Fellow of the Association of Professional Sales and the Founder of UK-based Inflexion-Point Strategy Partners, home of the Value Selling System®. But no matter how agonisingly carefully they are crafted, these can only ever be generic statements designed to appeal to your target market as a whole. The toolset saves time, effort and resources in all selling situations. The methodology trains and equips them to discover, create, and articulate the value of their organization’s products and services. Many salespeople see the sales process as linear. Your shareholders demand more value, more return. Value selling focuses on the customer’s needs over any other criteria. The final principle is simple: if your solution doesn’t offer a distinctively different and higher-value approach solving to the prospect’s identified problem than any of the other options they are considering, you need to either do something about it or qualify out. Value-added selling is a proactive philosophy. Use these four selling techniques to show your prospects why they need to change their situation and persuade them to choose you over your competition. 2) Block out some time to be thoughtful. Value selling does not just happen. It’s dangerous to assume that your prospect is fully aware of all of these costs and consequences. In fact, that’s exactly what happens in over 60% of apparently well-qualified sales opportunities today: after months - sometimes years - of consideration and the application of large amounts of sales energy and resource, the prospect simply decides to “do nothing” - at least for the moment. Then, reinforce the consistent execution of these skills with an implementation plan. Value selling started in 1991 as a spin-off from Xerox’s sales strategies. Needless to say, the gap between the best and the rest is far narrower in best-in-class sales organisations. Coaching Vortex Prospecting™ for Managers: Learn the best practices in developing your team's prospecting and qualifying skills. So what does value-based selling entail? And the results can be seen in top line revenue growth that far exceeds market averages. Because if there is no problem, there can be no solution. There’s abundant evidence to suggest that one of the most significant differences lies in their ability to systematically create unique value to their customers through the disciplined application of value-based selling techniques across their entire sales and marketing organisation. Identify the Opportunity. Whether you’re an executive sales leader, sales manager or sales rep, value-based sales training that utilizes the ValueSelling Framework® creates a common language for greater forecast accuracy, powerful deal reviews, and effective sales coaching. 4. Almost always, this will involve drawing their attention to aspects of the problem they may not have recognised or - even better - introducing high-impact issues that they may not have previously been aware of. That’s why the first principle of value-based selling is to focus on the value to the prospect of dealing with the issue they have identified. Armed with it, you can: Using the Challenger sales methodology, Dixon and Adamson argue that with the right training and sales tools sales … In the meantime, I'd welcome your comments: am I on the right track? Complex Sales, The fundamental principles of value-based selling. Rather than a broad description of all that you can offer, you’ll get much more traction by selectively identifying and highlighting the small subset of your total capabilities that are most relevant to successfully addressing the issue you have identified. It’s meant to help you get clarity when you’re dealing with deeply complex organizations, so you can tailor and target your … SELLING VALUE is 305 pages of solid content to help you out perform your competition while keeping your customers happy. Focus on Value-Based Selling According to Forrester Consulting, a meager 10% of buyers report that sales reps are value-focused, with most still using the less-than-effective “product pitch.” The consequence is a Value Gap, a divide between buyer expectations and a traditional sales and marketing product or service pitch. Once the tools are ready, we engage with your marketing and sales leadership to show them how the Value Selling Methodology flows through the entire customer acquisition cycle. The Value Selling Framework creates a repeatable process, or map, based on customer buying processes. It is presented in four parts: Mastering the Head Game; Your Blueprint for Sales Success; Understanding Your Customer; and Securing and Growing the Business; The fifteen chapters outline the most critical content for exceptional sales results in a competitive … This value might be expressed by responding their questions simply, directly and completely rather than leading them around the houses with an ambiguous or deliberately obfuscated response. By understanding and reinforcing the Reason Why a transaction will be valuable to the customer, you simultaneously increase the likelihood of a transaction as well as the price the buyer will be willing to pay. No matter what level your business is at, it's vital that you are in tune with what your competitors are doing. It is a process that starts with some decision-making and ends in a successful sale. There are six stages of consultative selling: Research Regardless of your current challenge – more leads in the pipeline, higher win rates, more consistent team performance – we have a solution for leadership. Following a successful career spanning start-ups, scale-ups and mature corporates, Bob now works with a growing client base of tech-based growth-phase businesses, equipping and enabling them to systematically create and capture mutually meaningful value in every customer interaction. Value-added selling is a proactive philosophy of seeking ways to enhance, augment, or enlarge your bundled package solution for the customer. Value-Based Selling is not about talking-it's about listening. The ValueSelling Framework is based on simple, repeatable steps that fit into your existing sales routine. 4 Chippenham Close | Lower Earley | Reading | RG6 4AY | United Kingdom | phone: mutually meaningful value in every customer interaction. 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