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.
COMPELLING REASON TO ACT
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
PERSONALISED VALUE MESSAGES
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.
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...
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