The Challenge of Value Selling
What is the Value Selling Challenge all about?
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 is it so important?
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.
What do you need to know about the Challenge of Value Selling?
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.
How you can do it?
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.
Benefits and Consequences
This system would benefit any business that:
- Does not have a system for selling on value
- Wants to improve the effectiveness of their sales processes
- Wants to increase the conversion rate of their sales team
- Wants to grow their business and to become more profitable
- Wants to stop “discounting to win!”
- Wants to develop a customer first rather than a product first approach to the customer conversation
Who have we done it for?
We have delivered value sales initiatives for clients all over the world including Alstom Power, Houghton International, Veolia Water Technology, FläktWoods, Ceragon and many others. We have helped these sales teams understand value and use that understanding to deliver great value to customers and improvements in margin and profitability to their companies.