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THE VALUE SELLING SYSTEM®

The value selling system® has been optimised for complex B2B sales environments with lengthy and often complicated customer buying journeys that typically involve multiple decision-makers.

The system is designed to enable every member of your sales organisation - from your most experienced veteran to your most recent new recruit - to do a more effective job of selling in the breakthrough zone.

We'll equip them to identify and TARGET your most valuable prospective customers. We'll enable them to POSITION your solution in a way that sets you apart from the crowd. And we'll guide them in what they need to know and do to systematically ADVANCE every opportunity by facilitating their prospect's buying decision process...
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PROCESS OR METHODOLOGY?
We're often asked whether the value selling system® is a process or a methodology, and our answer is that it is both and neither - because we have adopted a distinctively different approach to any of the typical off-the-shelf sales methodologies or processes that you may be familiar with. In today's typical complex B2B sales environments, there may be best practices, but in our experience there is no such thing as a universal "one best way" of handling every sales opportunity... FIND OUT MORE
Process or Methodology

SELLING IN THE BREAKTHROUGH ZONE
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Selling in the Breakthrough Zone equips sales people to avoid being trapped in the "do nothing or least cost" zone by systematically uncovering and amplifying their prospective customer's unrecognised or undervalued problems or opportunities and associating them with the distinctive capabilities that only their organisation is in a position to deliver. In short, Selling in the Breakthrough Zone involves addressing a bigger and more urgent business issue in a way that no competitor can credibly claim to offer... FIND OUT MORE

VALUE SELLING SYSTEM®: TARGET

The TARGET module of the value selling system® is designed to ensure that every member of your sales and marketing organisation is in fully aligned agreement about the critical business issues you are best at solving, the common characteristics of the target organisations that are most likely to suffer from them, the roles and titles of the change agents that are most likely to champion the case for change, and the trigger events that are most likely to cause your most valuable prospects to decide to take action... FIND OUT MORE
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VALUE SELLING SYSTEM®: POSITION
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The POSITION module of the value selling system® is designed to help your prospects to recognise that they have a compelling reason to act and to give your sales people a framework for establishing your unique solution value. The system equips and empowers your sales people to develop personalised value messages for each key stakeholder, and to establish your compelling competitive differentiation against all the other options your prospective customer may be considering... FIND OUT MORE

VALUE SELLING SYSTEM©: ADVANCE

The ADVANCE module of the value selling system® is designed to give your team a clear planning framework for maximising the value of their territories, accounts and opportunities, and for aligning their sales actions with their prospect's buying decision journey. The system guides every member of your sales organisation in the critical sales activities they need to complete during each phase, and the incremental commitments they need to gain from their prospects to create and maintain momentum... FIND OUT MORE
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EXPERTS IN APPLYING VALUE-BASED SELLING TO COMPLEX B2B SALES

Our value selling system® has the potential to empower every member of your sales organisation - from your most recent recruit to your most experienced veteran - to make the connection between the critical business issues of their customers and the strategic business value of your solution...

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

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