The Challenge of Value Selling
The real value selling challenge is in matching the value that you, as an organisation can deliver with the value that the customer is looking to receive. This in itself provides a number of challenges:
What is value?
To be able to deliver value it is important to understand just what value is, not just as a “Value is a mystery” definition, important though that is.
What are the component elements of value?
What is it that makes up value? For this we have developed the Value Triad©, a tool that makes understanding and communicating value much easier.
What does value look like from the customer’s perspective?
It doesn’t really matter what we think value is – what matters is what is valuable to the customer. Finding out is at the heart of value selling.
Why should you care?
Because an ability to understand and articulate value is crucially important if you want to move away from “Discount Default” selling, reduce the risks of commoditisation and build your margins and your profitability.
Responding to the Challenge
Selling on the basis of the value you deliver, and the ability to monetise that value, is becoming increasingly important. The ability to differentiate your solution and answer the customer’s key question – why should I choose you? – is crucial. Our award-winning approach to understanding and delivering value is the perfect response.
Value / Impact
This is not just a sales workshop but an on-going approach to developing your sales teams, and your organisation’s ability to understand, differentiate, communicate and price on the basis of the real value you deliver.
Who have we done it for?
We have delivered value sales initiatives for a wide range of clients including Alstom Power, Houghton International, Veolia Water Technology, FläktWoods and others. We have worked all over the world helping these sales teams understand value and use that understanding to deliver great value to customers and improvements in margin and profitability to their companies.