ESTABLISHING CLEAR FOCUS WITH THE VALUE SELLING SYSTEM®
FOCUS, PRIORITISE AND WIN...
Top performing organisations explicitly align sales, marketing and all other customer facing operations around a clear shared understanding of what critical customer problems they are best equipped to solve, the common characteristics of their most valuable customers and prospects, the customer roles that are most likely to act as champions of change, the other key stakeholders that are likely to play key roles in the buying decision and the trigger events and catalysts that set change in motion.
Our Value Selling System® also ensures that every member of the team shares the same common understanding of what exactly sets your solutions apart from all the other options available to the prospect - and equip every sales person to tune and tailor your core value proposition in a way that will resonate with the specific priorities of each individual customer and stakeholder.
KEY AREAS OF FOCUS IN THE VALUE SELLING SYSTEM®
Every potential customer has many more issues than they can possibly afford to address. Our Value Selling System® enables you to distinguish between irritating, important and critical problems - and to explicitly focus on uncovering and addressing critical problems that your customers and prospects can't afford to ignore - and which you happen to solve better than only other option available to them.
Traditional demographic based segmentation (size, sector and location) is an entirely inadequate way of identifying your ideal customers in any complex buying environment. Our Value Selling System® recognises that technographic, firmographic and situational characteristics are much more reliable indicators of whether it is worth targeting any given organisation - and whether they are likely to have an urgent need.
It's all too easy (and far too common) for sales people to find themselves engaging with a prime customer contact who is incapable of championing the change agenda within their organisation. Our Value Selling System® equips and enables your sales people to judge whether their current contact is capable of mobilising their fellow stakeholders to take action - and if not, identify and engage the right champion to work through.
According to the latest research, the average complex B2B buying decision involves an average of 6.8 actively engaged stakeholders - and the number often runs into double figures. If they cannot achieve a consensus, they will either "do nothing" or choose the cheapest. Our Value Selling System® enables sales people to work through and with their Champion to anticipate and address the needs of every stakeholder.
Even your potential champions in your ideal customers often have to be affected by some sort of trigger event or catalyst for change before they recognise that they have a potentially critical problem and start to actively search for solutions. Our Value Selling System® equips your marketing and sales teams to identify these trigger events at the earliest possible phase of your potential prospect's buying decision journey.
In a world where every vendor's message sounds increasingly similar, it's more important than ever to be crystal clear about what sets you apart from all the other options open to your customers. Our Value Selling System® helps to ensure that your marketing messages and sales conversations are distinctively different from your competitors - and both memorable and relevant to your customers and prospects.
THE INFLEXION-POINT ADVANTAGE
We'll help you ensure that every member of your sales team - from your most experienced veteran to your most recent new recruit - is equipped to create and capture mutually meaningful value in every customer interaction...
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Our prospective customers will always have many more potential issues than they can possibly afford to address in the short term. There will always be a bunch of problems...Read more