When
you are in a selling situation, there is no doubt that, by quantifying the
value you bring, you can often move the sales cycle forward dramatically. But
don’t focus on the numbers too early in the process.
First
you must sell the concept.
Value selling training professionals recommend that you make sure your customer
understands how your solution will help their business and trusts you to
deliver. Once you have that foundation, then you can translate your offering
into measurable outcomes that show the customer the impressive business results
you can achieve working together.
Think
through just what business outcomes your offering impacts…perhaps streamline
their knowledge sharing process. Then choose a measure that will illustrate
that impact…perhaps time saved from meetings that were held just to disseminate
information. Finally, choose the most compelling story that brings your numbers
to life…perhaps the revenue earned since the sales team has more time to spend
growing their accounts and client base.
No comments:
Post a Comment