ARE YOU PREPARED TO WIN SALES BASED ON VALUE, NOT PRICE?

Fundamental Principles

  • People buy from people.

    It is a commonly accepted notion that buyers often don’t trust salespeople. It is your job to overcome that initial barrier by recognizing that a successful sales relationship hinges on your personal relationship with the customer.

  • People need a reason to change

    Voluntary actions, such as making a purchase decision, mean making a change. People will change only when they are sufficiently motivated to do so. Customers can be motivated by needs, but often require help identifying those needs. ValueSelling focuses on uncovering customer challenges.

  • The product is in the mind of the buyer

    You create a need for your product or service by linking its capabilities to the problems or challenges that prevent the buyer from resolving his business issues. This connection must take place in the mind of the buyer.

  • People make emotional buying decisions for logical reasons

    People will buy something only if they believe it has value for them. This value can come in one of two forms: business value, where your product must provide value to the buyer’s business, such as ROI or cost justification, or personal value, where you cannot make a sale unless you satisfy a buyer’s personal reason to change.

  • The correct use of power is key

    The most effective salespeople establish and maintain rapport at the power level. The person at the power level has the authority to spend the money. To make the sale, it is crucial that your product’s capabilities create a VisionMatch™ for the power person.

  • You can‘t sell to someone who can’t buy

    If you execute a plan with someone who can’t buy, you’re expending resources without developing a qualified prospect. As you learn more about ValueSelling, you’ll see how the process leads your prospect toward becoming a qualified prospect.

HOW CAN YOU BE SURE YOU’LL GET A RETURN ON INVESTMENT?

ValueSelling is different than other sales training programs

We work with you to tailor your workshops, e-learning, computer- and web-based tools and consulting services to your teams’ specific needs — anytime and anywhere. Because we are global, we custom-design training for your company’s language and location needs so that your salesforce learns to accurately forecast, generate great leads, access decision-makers, and land bigger contracts and orders. Within weeks of properly installing ValueSelling, you’ll experience a return on your investment. That ROI will grow as you increase sales productivity, performance, and customer retention. We do this through a unique combination of energetic on-site and online sales training workshops and tools to boost your sales skills and sales revenues.

150% increase in average sales order size

Software

Q4 increased bookings from $300K to $2M

Hardware

Increased win rate by 11%

SaaS