Does Your Sales Team Need to Learn How to Better Sell Value?
Sales experts the world over tout the benefits of learning how to better sell value. But does it really make a difference in results?
The Value of Selling Value
Business sales training studies of both buyers and sellers report a recurrent theme – the importance of value. Buyers buy when they perceive that they are getting relevant, timely, and trustworthy value. Sellers sell when they can clearly identify, link, articulate, and substantiate the differentiated value that they can deliver with the customer’s best interests at heart.
In fact, value-driven sales organizations:
7 Ways to Better Sell Value
How do these winning sales organizations distinguish themselves in their day-to-day activities and orientation? Here is a primer on how to become a value-driven seller:
That means agreement on target clients, value proposition, success metrics, sales processes and methodologies, barriers to success, and a realistic action plan to execute your sales strategy and overcome the key barriers.
However, with a proven and practical sales methodology that focuses on the customer and the customer’s buying process, you can expect higher and more consistent performance. Just allow some flexibility to adapt to differing buyer roles and situations.
This starts with boosting the solution selling skills of your team – not generic skills but the skills you know will produce results in your market, for your unique offerings, and with your specific target customers.
The Bottom Line
Are you ready to truly sell value? Make it a priority, focus on the customer, and invest in your sales team’s capabilities. Then enjoy the difference in revenue and win rate from the way you operated before.
To learn more about how to better sell value to your target clients, download How to Create a Unique Value Proposition to Set Yourself Apart from the Pack
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