ESTABLISHING EFFECTIVE PROCESS WITH THE VALUE SELLING SYSTEM®

DYNAMIC SALES PROCESS

Organisations with a clearly defined and dynamic sales process consistently outperform their competitors on every significant measure of sales performance, including win rate, average deal size and time-to-close. Explicitly aligning your sales process with your customer's buying journey generates even greater gains.

Our Value Selling System® is based around a series of customer-validated buying decision phases and unambiguous milestones. We make it easy for sales people to consistently qualify opportunities in or out at the earliest possible stage.

Once opportunities have been qualified, we make it clear what sales people need to know and do in order to improve their chances of winning and to advance a well-qualified opportunity to the next phase with the minimum of unnecessary delay.

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KEY BUYING PROCESS STAGES IN THE VALUE SELLING SYSTEM®

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EDUCATING YOUR TARGET MARKET

Establishing thought leadership, educating the market, offering fresh perspectives and making prospective customers want to engage early and learn more is critical to B2B sales success. Our Value Selling System® equips sales and marketing organisations to target their prospecting activities into the right roles in the right organisations, and educate them on the critical issues that are most likely to catalyse their buying journey.

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PHASE 1: CASE FOR CHANGE

Your prospects always have many more issues that they can possibly address at any given time - so to avoid "do nothing decisions" it's vital that you quickly qualify whether your prospect sees the problem as interesting, important or critical. Our Value Selling System® equips B2B sales people with the tools to persuade prospects that the pain of sticking with the status quo is far higher than the perceived costs and risks of change.

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PHASE 2: DEFINING THEIR VISION

If the first time you're aware of an opportunity is via an RFP, you are predestined to lose. Vendors that play the leading role in shaping the prospect's vision of a solution win three-quarters of all contested opportunities. Our Value Selling System® equips sales people to engage early, influence the prospect's buying decision criteria and understand both their buying decision process and the motivations of the buying decision team.

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PHASE 3: SELECTING BEST OPTION

Getting selected isn't just about having the "best" product or service (however that might be measured) - it's about emerging at the top of all the options that are open to the customer - including the ever-present "stick with the status quo". Our Value Selling System® equips sales people to emerge as the clearly-preferred choice of all the stakeholders who have a vested interest in the outcome of the customer's buying decision process.

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PHASE 4: VALIDATING THEIR SELECTION

Even if you've emerged as the preferred option, your customer will inevitably want to negotiate the best possible commercial and legal terms and to eliminate any remaining risks and reservations - otherwise there's ever-present danger that you will be chosen but not actually get the order. Our Value Selling System® equips sales people to successfully navigate this potentially tricky period of negotiation and validation.

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PHASE 5: FINAL APPROVAL

In complex, high-value B2B sales, even after you've agreed the contract terms there's often one final hurdle to jump: making sure the project is signed off by the ultimate decision authority. By now your competition has changed to all the other competing projects the customer could choose to invest in. Our Value Selling System® equips sales people to make the strongest possible case for their project to be approved.

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RESOLVING THE PROBLEM

Just as there can be no "solution" without a problem, the buying decision process cannot be regarded as being finished until and unless the customer agrees that the problem that caused them to start searching for a solution in the first place has been resolved to their complete satisfaction. Our Value Selling System® equips sales organisations to accurately set and subsequently achieve or exceed the customer's expectations...

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...

TO FIND OUT HOW, CONTACT US TODAY

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