Category Archives: Selling Economic Value

Sales rep’s nightmare – selling the solution and losing the sale

In today’s risk-averse environment when selling a major solution you – need to conduct two sales: the first involves persuading the prospect that they cannot afford not to address the issue. The second sale involves persuading them that your solution offers the most effective approach to solving the problem. If you win the “second sale” without addressing the first, the most likely outcome is that you will get selected, but you won’t get bought.
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Posted in Sales Best Practices, Sales Strategy, Sales Training, Selling Economic Value, Selling to the C-Leve, Selling Value, Uncategorized | Tagged , , , , , , ,

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Medical device sales – translating clinical value into economic value

Fewer and fewer device adoptions are driven strictly by clinical specifications. People, other than the physician, are increasingly become pivotal players in the decision-making process. So medical device sales people are calling on new decision-makers and influencers who have different purchasing criteria. This means medical device sales people need to be trained on what economic value means to the various players in the new decision process. Plus they must become comfortable making a business argument for device adoption to hospital administration and a clinical and business argument with physicians and other clinicians. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Call Execution, Sales Training, Selling Economic Value, Uncategorized | Tagged , , , , , , , , , , , , , ,

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Developing new business – 6 best practices

The skill set that reps felt was most challenging was: Developing New Business. As an aside, it was interesting that Establishing Relationships and Uncovering Needs was the area where the reps reported they were having the most success. Continue reading

Posted in Sales Best Practices, Sales Process, Sales Training, Selling Economic Value, Selling Value, Uncategorized | Tagged , , , , , ,

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Selling and the perfect crime

In many sales forces there are a fair number of sales people in the double-digits when in comes to years in the business. So what is the “potential crime?” Well, while they may not all have held their position for 25 years, it’s easy to fall into a series of “been there done that” traps – such as not planning and rehearsing that call because you have done that “same call” a 100 times or not listening to the customer because you’ve “heard it all before” and already know the right solution. The really good news is, due to the transformational changes occurring in most marketplaces, there is no better time for the message of innovation and uniqueness to resonate then the right now. It’s highly unlikely most sales people can prosper moving forward by simply doing a better job doing what they are doing. Continue reading

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Improve your selling – apply best practices from gift-wrapping

Customer gift-wrapping expectations remind us that a solution is more than just the product or solution we sell. It includes everything that has a direct impact on the customer’s perception of value. This can range, for example, from the quality of customer service and on-site support to returns policies, and even terms and conditions. Continue reading

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Features and benefit selling – a new look at an old friend

Most large companies in the B2B market space have a substantial range of capabilities. Because of the breath and depth of the capabilities and product portfolios even existing customers often have an incomplete view of how their selling partners can be of help. They think only in terms of the support they presently receive. In the end, the potential value can only be seen when the customer makes the link between their partner’s capabilities and their mission, priorities, and challenges.
The first step in achieving that goal is developing a comprehensive understanding of the customer’s needs which is why asking questions and active listening are such important core skills. The second step involves talking about your capabilities in a way that helps the customer make the connection between their needs and your capabilities. A distinction that can be useful in helping make that connection is the one between Features and Benefits.
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Four more tips for selling value – from Inc. Magazine

Several blog posts on selling value. This is one of those topics you can never give too much attention, so here are four specific ideas for selling value> Continue reading

Posted in Business Acumen, Sales Best Practices, Sales Call Execution, Sales Strategy, Sales Training, Sales Training Best Practices, Selling Economic Value | Tagged , , , , , , , ,

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Medical devices sales – creating value propositions

Read about creating value propositions with medical device sales in this blog post. Continue reading

Posted in General Posts, Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Best Practices, Sales Trainers, Selling Economic Value, Selling Value, Uncategorized | Tagged , , , , , , , , , , , , , , , , , ,

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Selling economic value – some drill down questions

Customers don’t buy, they invest – and they invest where they get the maximum economic value. This blog post discusses how customers determine economic value. Continue reading

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Medical sales – the necessity for translating clinical value into economic value

Fewer and fewer device adoptions are driven strictly by clinicians. This means that people, other than physicians, increasingly are become pivotal players in the decision-making process. So medical device sales people are calling on new decision-makers and influencers who have different purchasing criteria. And physicians? They certainly continue to play a key role in the adoption process, but often they have to move beyond clinical arguments for device adoption. They are required to make a business case … a requirement that didn’t exist even five years ago.

Yet simply providing sales people with clinical data for physicians and administrators that illustrates economic value won’t win the day. Sales training needs to provide sales people with learning experiences that will help them use that data effectively. Drill down on this topic in the salestrainingconnection.com Continue reading

Posted in Health Care Sales Training, Medical Sales Training, Sales Best Practices, Selling Economic Value, Uncategorized | Tagged , , , , , , , , , , ,

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