Sell Customer Value

concept-test

Your potential issues

Losing sales to competitors who articulate benefits more effectively
Generic value propositions that have no impact on customers’ buying behaviour
Difficulty getting customer meetings – because they don’t have time to listen to salespeople tell them what they can read, or have read, on the internet
Ineffective first meetings – with new customers due to poor preparation, wasting business development resources
Price pressure – due to the lack of clear competitive differentiation

Solution

SOLUTION OVERVIEW

Comprehensive foundational selling skills – that help make the transformation from selling products, features and functions to creating and articulating the value your products + services deliver
Structured method – to target the right people, prepare customer meetings, conduct more effective first meetings, and engage customers in the sales process
Formulas + tools to help salespeople define and articulate compelling individual value propositions that address the specific needs of each person
Questioning skills – to deepen understanding of the customer’s business and develop specific needs your organisation’s products and services can satisfy

benfits

YOUR BENEFITS

Reduce price pressure – by articulating targeted individual value propositions that focus your customers on what they get, rather than just what they must pay
Build trust – by executing more effective customer meetings, demonstrating capabilities appropriately and asking more good questions to help customers articulate their needs
Increase hit rate – by converting more first meetings into wins
Improve sales productivity – with a library of role-specific value statements that can be integrated into future proposals