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Selling and Marketing Value

Jim Allen
Posted by  Jim Allen  on Feb 6, 2020 12:50:43 PM
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Is the current global Coronavirus/COVID-19 crisis, economic demands, and/or increased competition putting pressure on you and your sales team to offer price and discount concessions? Are your margins eroding and your products/services being commoditized?

If you answered yes, listen to this webcast on the “why”, “what”, “when” and “how” of integrating value-based selling or consultative selling best practices into your existing sales process. Value-selling or selling value eliminates discounts by conveying confidently—upfront and at every stage of the sales cycle—the value an organization provides to its clients.

And, if you haven't developed value messaging (clear, concise, practiced messaging utilized across the organization), contact our experts for a conversation on this valuable consultative selling skill.

This webcast covers topics such as:

Why would a prospect hesitate to purchase your product/services?

- Has your prospect attached adequate value to your products?

- Is your prospect sure of the return on their investment?

- Is your prospect certain of your product's value to their company?

- Do they have a comparison of their cash outlay, versus the value they will receive?

- Do they have confidence in your proposal, and in you?

How Value Statements are the key to preparing presentations and proposals that result in win-win, long-term relationships between you and your prospects

The difference between features, benefits, and value statements

- Feature: A feature is a characteristic, capability, component, or capacity of your product or service.

- Benefit: A benefit statement qualifies the impact of your product or service on your prospect.

- Value Statement: A value statement quantifies the impact of your product or service on your prospect.

Three types of values:

1) Financial Value represents dollar and/or new revenue opportunities for your prospect that result from the implementation of your product and/or service

(2) Procedural Value represents efficiency and productivity increases for your prospect’s company that result from the implementation of your product and/or service

(3) Image Value represents the enhanced reputation your prospect will gain as a result of implementing your product and/or service.

Two perspectives of values:

1) Corporate Win

2) Personal Win

What is a Value Matrix and why is important?

- Financial Value - How to identify?

- Procedural Value - How to identify?

- Personal Image Value - How to identify?

What is the Three Benefit Valuation System?

- Internal Value

- External Value

- Protection/Recovery Value

What is Product Cost Justification?

 

   

 To learn more, schedule a conversation with our value based selling experts:

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