Tag Archives: selling economic value

Selling value – great is the new black – An STC Classic

Salespeople must, in a compelling way, make the connection between their solution and the outcomes that are important to the customer. ou can’t win by just pitching products; you have to sell value. To differentiate from competitors, you need to know second-level product knowledge and an in-depth awareness and understanding of the customer’s challenges and issues – the focus of this blog post. 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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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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Quantifying your value proposition: making the business case – A STC Classic

Qualifying value proposition – 3 steps for sales people to do an effective job creating an communicating a clear, compelling picture of how a solution can drive a customer’s business results 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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Maximize profitability – sell value and manage price expectations

To maximize profitablity, your sales force needs to do more than sell product – it must create value and manage price expectations. That’s a double barrel challenge that’s easy to say, but difficult to do. This post focuses on best practices for tackling these two challenges. 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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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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