Rule #1: Verify Value Drivers
Identify the customer’s known, undervalued or unrecognized value drivers for a convincing value message that creates distinction from competitors.
Rule #2: Adapt Your Value Message
Tailor a compelling value proposition linked to the customer’s value drivers to close sales on value not price.
Rule #3: Listen
Listen to build an accurate understanding of needs and create much-needed trust.
Rule #4: Understand The Buy
Identify all the influencers and their roles, the customer’s timeline and process to create sales strategy and positioning in the account.
Rule #5: Emphasize Evidence
Provide relevant evidence of value to risk-averse buyers and quantify the difference to the customer’s operation.
Ideally Suited For: Experienced salespeople wanting highly effective insights to selling value and differentiating from competitors; newer salespeople who understand the fundamentals; consultants and business development professionals who want to close sales at higher prices.