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Needs Based Value Selling
In today’s complex sales environment, salespeople must move beyond transactional sales, which risk commoditizing companies’ products and services. Instead, they must justify the value of their solutions and refine that value story jointly with customers. Doing so enables your customer to defend your proposal internally, even when you are not there and ultimately enables you to close the deal at a price justified by the value your organization provides.
Mindset Shift Required
Through our needs-based value selling course, participants will shift away from a one-way, transactional features and benefits driven sales approach, and explore how to take a customer-centric orientation, starting with deeply understanding their needs, proposing winning solutions to meet them, defining and defending the value of those solutions and ultimately being able to defend against the competition and close bigger deals.
Better Actions Enabled
- Uncover customer needs to connect them to the value of solutions to command premium pricing, differentiate solutions, and take competitive share.
- Develop a common framework and language for engaging customers around the value of solutions to take competitor share and drive customer account revenue.
- Define enhanced value-propositions relative to the competition.
- Enhance ability to calculate and quantify customer value, while managing potential objections and avoiding the need to discount to close deals.
Results Achieved
Equipped with practical tools and frameworks, participants are situated to effectively employ a needs-based value selling approach. Activities like customer objection role-plays and models like the customer FOCUS approach leave participants with a clear direction for how to improve every step of the sales process from discovery to close.