VALUE SELLING SYSTEM®: POSITION

If they are to successfully engage with your most valuable prospective customers and move the sales conversation into the breakthrough zone, your sales people will need to position your approach and your differentiate your solution in a way that clearly stands out from the crowd and sets you apart from all the other options their prospects may be tempted to consider.

The POSITION module of our value selling system® is designed to equip every member of your sales team to uncover their prospect's compelling reason to act and to establish your unique solution value. The system enables them to develop personalised value messages for every key stakeholder and to establish clear competitive differentiation against all the other options your prospective customer may be considering.

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COMPELLING REASON TO ACT

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Using simple financial frameworks, our value selling system® equips your sales people to help their prospects  to acknowledge the true cost of the business issue they are suffering from, to persuade them that sticking with the status quo is not an acceptable option, and to get them to agree that they have a compelling reason to act. And if it turns out that there is no justifiable case for change, we enable your sales people to disqualify bad opportunities early, before significant resources are wasted on them.

UNIQUE SOLUTION VALUE

Rather than relying on a single generic "unique value proposition", our value selling system® encourages your prospects to acknowledge that there is a wide and growing gap between their current situation and their potential future destination and equips and enables your sales people to showcase your organisation's unique solution value in a way that is tailored to the specific circumstances and priorities of the prospective customer's current situation.
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PERSONALISED VALUE MESSAGES

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Recognising that every member of a prospect's decision making team will have their own specific motivations and priorities, our value selling system® equips and encourages your sales people to identify, assess and engage all the key stakeholders that will be involved in the buying journey, and to create and deliver personalised value messages for everybody involved in the decision process that help them understand and appreciate the specific benefits of your solution to them and their department or function.

CLEAR COMPETITIVE DIFFERENTIATION

Your prospective customers will always have alternative options - whether they be their own in-house resources, your direct competitors or completely different ways of addressing the issue. Our value selling system® equips your sales people to establish clear competitive differentiation against all the other competing options your prospective customer may be considering, and enables your approach to emerge as the self-evidently superior choice.

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SELLING IN THE BREAKTHROUGH ZONE

Our VALUE SELLING SYSTEM® has the power to enable every member of your sales organisation - from your most experienced veteran to your most recent new recruit - to SELL IN THE BREAKTHROUGH ZONE by equipping them to progressively create, capture and confirm your unique value for every existing and prospective customer...

TO LEARN MORE ABOUT OUR DISTINCTIVELY DIFFERENT APPROACH, CONTACT US TODAY

Introducing the Value Selling System

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