The
basics of value selling are pretty simple on the surface. It is astonishing how
often, however, they are ignored and qualified opportunities are lost.
Here are the ABC’s of value selling training. Get these right and you (and your
clients) will be winners.
A.
Truly know your
customer’s business…not just what they sell and their annual revenue. You need to know
their competitors, their marketplace, their industry, their product line, their
customers, their business model, their organizational structure, their
organizational culture and their strategy. Do the primary and secondary
research and learn all you can about what makes them tick, the pressures they
face and how they are doing.
B.
Truly customize your
proposed solution to your customer’s exact needs. Sure you have great
solutions on the shelf but if your solutions do not align directly to the unique
problems your customer faces in a way that works for them and their
organizational realities, you (and your offerings) will be seen as irrelevant.
C.
Make sure your
solution truly ties to measurable and important business results. Customers want to
know that you can help them achieve their goals…they want to know how and they
need some level proof to put them at ease and get the internal support required
to move forward. Pull together compelling client case studies that address
similar situations in similar industries and share the critical metrics that
you helped them to move and the impact that it had on their business.
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