The decision as to who to choose to transform or unlock the Sales potential in your organisation comes down to really only one thing - Return on the Investment.
In today’s hyper-competitive and rapidly changing marketplace, sales organizations and salespeople are increasingly challenged to demonstrate that they can provide….measurable “business value”. That is, value that drives the customer’s market share; drives revenue and margin, removes cost from the business or all of these.
Business Value selling is more than a book, a speaker, a seminar, or this year’s management theme. Many people think they know what it is, but in most cases they fail to understand the depth of this business philosophy and sales process.
Business Value selling is a proactive philosophy of seeking ways to enhance, augment, or enlarge the “Business Benefits” of your solution for the customer. It’s promising a lot and delivering more, always looking for ways to exceed the customer’s expectations. Value added salespeople take the initiative to add value. They don’t wait for the customer to complain about the price and then say, “Hold on a minute while I whip some Business Value for you!” They build more value in on the front end so that price becomes less of an issue on the back end.
Because of this value focus, business value or CHALLENGING salespeople are in business to make a difference, not just to make a deal. They approach the sale by asking themselves this question, “Where can we have the greatest impact on the customer’s business?” Salespeople engineer this sale when they penetrate the decision process early, meet all levels of decision makers, define and sell value in customer terms, and convince the buyer that the seller’s solution mirrors the buyer’s needs. This is the Business Value selling process.