If you are selling in B2B, you no doubt focus on such efforts as customer acquisition, customer retention, account development, sales process efficiency, and so on. All well and good. But you know what? Your competition is focused on the same things. How can you differentiate yourself and persuade your customers that your solution is best?
Value selling training tells us that much of B2B selling success is in the approach. It is no longer the nice guys that finish first. Instead it is the rep who uses constructive tension during the sales process and provides value to clients in the following three ways:
- Provide knowledge and insight.
Challenge your customers’ thinking or teach them something new. This is what customers value the most. Help them with ways to compete more successfully, save money, or increase revenue.
- Address the needs of individual stakeholders across the account.
It is not enough to sell value to just one buyer, the most successful B2B reps tailor their message to each key participant in the buying decision and thus gain widespread support across the client organization.
- Maintain control throughout the process.
Customers often balk at making the final decision. They hem and haw and look for discounts. You need to reiterate the value your solution brings. Offer an alternative (different payment schedule or extended guarantee perhaps) but do not succumb to last-minute demands.
Learn more at: http://www.lsaglobal.com/solution-selling-training/
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