Category Archives: Selling Value

B2B sales – is more better?

When selling, how many positive reasons should you use to produce the most positive impression of a product or service? Is there a magic number? Or, is it simply more is better? Or, is it all depends? Research shows the answer is 3! Continue reading

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Sales tip – create a personal value proposition

Today it’s becoming increasingly difficult to sustain a competitive advantage by product alone. So creating a personal value proposition is more important than ever. This post contains 7 sales tips for creating a personal value proposition. Continue reading

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Selling value – the bar has been raised

Company knowledge and product expertise have been and are critical components of any sales rep’s success. Today, however, customers expect sales people to know more about each of those plus be knowledgeable about the customer’s industry, their competition, and how they can bring greater value. They expect the sales people to understand how their products can help deliver a better solution.
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Posted in Marketing-Sales Alignment, Marketing-Sales Chasm, Sales Best Practices, Selling Economic Value, Selling Value | Tagged , , , , , ,

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Selling mistakes – five corrections for getting back on track

Sales reps dread dealing with mistakes. At best they get you off track …at worse they lose you the sale. Regardless of how clever the sales strategy or how much value the sales rep brings to the customer, all that is easily forgotten when mistakes emerge. Furthermore, if not handled properly it’s not uncommon for sales reps or their company to be “branded” as risky to work with or non-responsive, or unpredictable. There is no way to avoid mistakes completely so learning how to handle them is a worthwhile undertaking. Continue reading

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Selling value: easy to say – hard to do

Selling value is as important as everyone says it is. Unfortunately it is also more difficult than a lot of people think it is. If you a senior sales leader it is probably a good idea to spend a couple of days in the field to get a personal assessment of the degree to which your sales team is selling the value of your solutions. Our bet is you will find there is some work to be done. Continue reading

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Selling value – an innovative framing

The better we know and understand what customers want to become, the better we can invest and develop the innovations necessary to get them there. What if sales people asked themselves the question: Who do our customers want to become? What would be the implications for selling value? Continue reading

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Understanding the impact of pricing on profit

It is worthwhile to have an accurate assessment of the impact of price increases and price concessions on profit. Continue reading

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Selling value – everybody is doing it!

To excel in major account selling, getting really good at selling value is a must do. But being really good requires more than asking a few questions and uncovering a few problems – you have to be great at doing things the competition hasn’t even thought about doing. Continue reading

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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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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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