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INTRODUCING THE VALUE SELLING SYSTEM®

When customers perceive little or no difference between the business value offered by their different solution options, they will be inclined to buy from the vendor that comes up with the lowest quote.

And when customers see little difference between the path they are currently following and their future potential, they will be inclined to downplay the need for change and to decide instead to stick with the status quo.

Neither of these would be regarded as satisfactory outcomes by sales organisations that are determined to sell on value and not on price.

Our value selling system® has been optimised for complex B2B sales environments that are characterised by lengthy and often complicated customer buying decision journeys which typically involve multiple customer stakeholders.

Balance

Our flexible, field-proven framework is designed to equip and enable every member of your sales organisation - from your most experienced veteran to your most recent new recruit - to progressively establish a unique value position in every customer situation.

It will equip, enable and encourage them to identify and target their most valuable prospective customers, to position and differentiate their solution in a way that sets them apart from the crowd, to identify and engage their key customer stakeholders, and to progressively enable both their sales process and their customer's buying decision journey.

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 owe it to yourself to invest a few minutes finding our whether we might be able to help. Why not book a call today?

TARGETING YOUR MOST VALUABLE OPPORTUNITIES

Target

Many B2B sales and marketing organisations have an unfortunate habit of wasting huge amounts of time and energy pursuing "prospects" that are unlikely to ever become valuable customers, often because they have failed to establish a company-wide consensus about which opportunities marketing, business development and sales should be prioritising.

That's why defining, identifying and pro-actively targeting your most valuable opportunities is the essential foundation of any successful value selling initiative. The opportunities you choose to pursue must satisfy three critical criteria: they must have the potential to buy something that you are offering, they must be willing to buy from your organisation, and the effort required to win their business must be worth it. Find out more about our approach to targeting.

POSITIONING YOUR DISTINCTIVE VALUE

In complex B2B sales environments - particularly ones that involve multiple stakeholders and lengthy and often complicated customer decision journeys - it's unwise to rush to propose your solution the moment a prospective customer acknowledges or implies that they may have a need that you might be able to solve.

This tendency towards "premature elaboration" has been the ruin of many apparently promising sales opportunities. If it is a significant purchase, and if your customer takes their decision-making seriously, they are going to take their time. Rather than racing ahead of their buying journey, your sales people would be far better advised to first invest in establishing your distinctive value. Find out more about our approach to positioning.

Positioning Chess

ENGAGING ALL THE KEY STAKEHOLDERS

Engaging

Your prospective customers are far more likely to want to engage with you if they believe that they are likely to learn something valuable from you. Most sales methodologies stress the importance of asking intelligent questions at the appropriate time and with the relevant context.

But that's not enough - and focusing on questioning and ignoring or downplaying the other essential elements of effective business conversations can make for a very one-sided and unsuccessful interaction. If you are to build rapport with our customers, as well as asking well-chosen, well-timed and high-impact questions you also need to share stimulating insights, tell relevant stories and be prepared to answer your customer's predictable questions. Find out more about our approach to having more engaging customer conversations.

SYSTEMATICALLY ADVANCING THE SALE 

In simple one-step transactional sales environments, there are only two likely outcomes: you either win or lose the customer's business. It's more complicated in complex B2B sales, when each call or meeting can also result in a win, a loss or (more likely) either a continuation or an advance.

A continuation is much more common, but much less valuable: your customer agrees to keep talking, but fails to make any other significant commitment. An advance is far more desirable: your customer commits to invest their time, resources or political reputation to move the buying process forward in a specific and tangible way. It's all too easy for opportunities to get stuck in "continuation" mode: there's continuing dialogue, but no meaningful progress - and the longer an opportunity remains in this mode, the less likely it is to close. Find out more about our approach.

Sales Funnel

IN CONCLUSION

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 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 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...

TO LEARN MORE ABOUT OUR DISTINCTIVELY DIFFERENT APPROACH TO VALUE-BASED SELLING, CONTACT US TODAY

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