Value Selling Training Best Practice

The Link Between Value Selling and Customer Service Excellence

2011-03-28T14:55:00.000-07:00

In a recent value selling quarterly poll, 36% of sales professionals stated that "ensuring the best customer service and satisfaction" was keeping them up at night.

A 5% increase in customer service loyalty can boost profits by as much as 25% to 85%. Research has shown that satisfied clients lead to greater profitability and growth.

Read more about some of the best value selling solutions, practices and make the link between industry leading business sales and service...

How Do Your Client's Define Value?

2011-03-20T18:06:00.000-07:00

Selling to executives is different.

Executive barriers are higher and more complex to hurdle.

Before executives or senior directors approve a purchase decision, they need to understand the value of your product or service to their organization, and specifically, the potential positive impact on their top priority objectives and goals.

To sell on value to these high level decision makers successfully, you must be able to effectively accomplish 3 main objectives:

Identify your target customer's key business and financial goals, objectives, strategies, and operating issues
Link your ....Learn more

Search for the Right Value Selling Training Resource. Right Now.

2010-12-29T06:00:00.000-08:00

Introducing a powerful new Search Tool to help you track down the right Value Selling Training & Best Practice Resource right now. Search this blog and the vast collection of corporate training communities and related best practice blogs with a single click.

Step 1 - Locate the Search Tool to the right of this post

Step 2 - Type your keyword search phrase. eg. Performance Culture

Step 3 - Click Search

Step 4 - Review the results, sorted by:

This Blog | Sites Linked to this Blog | Recommended Blogs

See illustration below. Enjoy.

Value Selling Best Practice Resources

2010-05-03T14:00:00.000-07:00

From time to time, we like to provide visitors and subscribers to this blog with a refresher on where they can find helpful resources devoted to best practices in the area of Value Selling Performance and related areas.

We hope you find these resources insightful and relevant:

Enjoy!

Defining business value ..this time using your client's terms

2010-03-31T01:59:00.000-07:00

Below is an abstract of a value selling training focused white paper on techniques to help customers appreciate the unique business value that your products and services offer - the trick is to define it on their terms.

When your customer says to you “We don’t see the value in your solutions,” do you:

Ignore their comment and hope it goes away
Hand them a brochure that talks about your products and services and hope they don’t ask any more questions
Help them understand the business value derived by your solutions on their terms by employing effective sales presentation and communication training best practices

Hopefully, your answer is “3”. Gone are the days when you can ramble off the list stating that features and colors. Come on— is that how you sell products to your customers? Of course not! You don’t sell solutions or effectively sell executives new software by listing all the functionality you deliver.

So where do you start? Download the entire Value Selling Training White Paper PDF...

Why Social Networking Isn't the Next Big Thing?

2009-10-30T14:37:00.000-07:00

You are!--It's still the personal connection that seals the deal.

The mash-up of the social media giants Facebook, LinkedIn and Twitter with the global business economy is luring many sales pros away from the kind of personal interactions that drive individual and team sales performance.

Get Real--Social media is a powerful tool for three things and three things only...

Read the whitepaper