SELLING IN THE BREAKTHROUGH ZONE®
Have you ever wondered why so many apparently promising B2B sales opportunities end with the prospect deciding to either stick with the status quo or choosing the cheapest from a set of apparently similar options? Or even if they do have a preference, the customer is often only willing to pay a very small premium for what they see as no more than a "slightly better" solution?
This is essentially a problem of differentiation - or the lack of it. When every vendor appears to be addressing apparently similar needs with apparently similar solutions, it's no wonder that prospective customers behave in a confused or risk-averse way.
Adopting what some refer to as a "value-added" approach can sometimes help a little - it may increase your win rates or justify modest additional margins. But your sales people will still find themselves largely confined to the "me-too" zone.
But if that's not enough for you - if you expect your sales organisation to do much better than that - you've got to enable your sales people to SELL IN THE BREAKTHROUGH ZONE® by taking the discovery process far beyond what your prospective customer might currently be looking for and establishing both compelling reasons to act and clear differentiation for your approach.
This involves going beyond what your prospective customer currently thinks they need and systematically uncovering an additional set of unrecognised or undervalued problems or opportunities. It involves investing time in fully understanding, uncovering and amplifying the costs, consequences and implications of the prospect's current situation.
And it requires that your sales people go beyond what every other vendor is likely to be saying or doing, by closely and inseparably connecting these previously unacknowledged-but-critical problems or opportunities with one or a handful of uniquely valuable capabilities that you can prove you are particularly well-positioned to deliver.
And that essentially is what our value selling system® is designed to enable your sales people to do: giving them the confidence to SELL IN THE BREAKTHROUGH ZONE® by equipping and enabling them to TARGET the most valuable opportunities, POSITION your solution as being distinctively different from all other options, and by enabling your sales people to progressively ADVANCE their prospect's buying decision process.
You can find out more by viewing this video, by following any of the above links, or by contacting us for a discussion about your specific needs.
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Our value selling system® will empower every member of your sales organisation - from your most experienced veteran to your most recent recruit - to systematically establish your strategic business value in every customer situation...
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