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

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:

1. Ignore their comment and hope it goes away
2. Hand them a brochure that talks about your products and services and hope they don’t ask any more questions
3. 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.