APPLYING VALUE SELLING TO COMPLEX B2B SALES
Contrast drives change - and whenever your prospective customer fails to acknowledge enough of a difference between their current situation and their future potential, they are likely to stick with the status quo.
And whenever your prospective customer fails to recognise sufficient contrast between the value of your solution and their other options, they will probably buy on price.
These two challenges have a common cause - the average sales person's inability to establish a clear connection between the critical business issues of their customers and the strategic business value to be gained from adopting their solution.
This struggle to establish distinctive business value is creating a growing performance gap between the handful of top sales performers that have mastered the principles of value selling and the majority of sales people in most organisations whose value selling skills have room for improvement.
DRIVING PROFOUND BEHAVIOURAL CHANGE
Many sales leaders are searching for ways to close this performance gap. Some have put their faith in sales training or sales enablement programmes. Others have invested heavily in CRM and a range of sales enablement tools - without achieving the results they had hoped for. It's because isolated solutions are never likely to create the profound behavioural changes they are looking for.
If your recognise any of these challenges, and if you are determined to do something about them, we can probably help. Blending flexible frameworks, clear process, intelligent use of technology and progressive skills development, our value selling system® has been designed to empower every member of your sales organisation - from your most experienced veteran to your most recent recruit - to benefit from the collective experience of today's top-performing B2B sales organisations.
THE VALUE GAP
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Whether you're seriously considering implementing a value selling strategy for the first time in your sales organisation, or if you've already embarked on a value-selling journey but are determined to accelerate your progress, you probably owe it to yourself to invest a few minutes finding our whether we might be able to help. Why not book a call today?
EXPERTS IN APPLYING VALUE-BASED SELLING TO COMPLEX B2B SALES
Our value selling system® will equip every member of your sales organisation - from your most experienced veteran to your most recent recruit - to systematically establish your distinctive business value in every customer situation...
TO LEARN MORE ABOUT OUR DISTINCTIVELY DIFFERENT APPROACH TO VALUE-BASED SELLING, CONTACT US TODAY