The toolset saves time, effort and resources in all selling situations. In fact, that’s exactly what happens in over 60% of apparently well-qualified sales opportunities today: after months - sometimes years - of consideration and the application of large amounts of sales energy and resource, the prospect simply decides to “do nothing” - at least for the moment. 4. understand your sales challenges. With this conversational framework, you can compete confidently on value, not price, using a time-tested, easy-to-adopt methodology with decades of proven results. A sales methodology is a set of guiding principles that define how a business sells its products or services to customers. The ValueSelling Framework program provides sales and customer-facing professionals with a proven process and tools to engage, qualify, advance and close the sale. It’s usually relevant to one specific part — qualification, discovery, demo, and so on. Value Selling Definition Value selling is a sales technique that leverages customer anticipation of enjoying the benefits of the item for a sale. This methodology is a crowd favorite in the digital world, most notably in the SaaS industry. Needless to say, the gap between the best and the rest is far narrower in best-in-class sales organisations. In fact focusing on your value too early in the development of a sales opportunity can actually compromise your chances of success. It is a process that starts with some decision-making and ends in a successful sale. The ValueSelling methodology provides a common language across sales, marketing, and product teams to realistically assess opportunities. Armed with it, you can: The Value-Added Selling Philosophy. Because if there is no problem, there can be no solution. There’s abundant evidence to suggest that one of the most significant differences lies in their ability to systematically create unique value to their customers through the disciplined application of value-based selling techniques across their entire sales and marketing organisation. It’s promising a lot and delivering more, always looking for ways to exceed the customer’s expectations. That’s why your sales approach - and the key stages in your sales pipeline and CRM system - must be designed around the key stages and milestones in your prospect’s buying decision journey. SELLING VALUE is 305 pages of solid content to help you out perform your competition while keeping your customers happy. In the meantime, I'd welcome your comments: am I on the right track? The Challenger sales model and methodology is built around a sales process that focuses on teaching, tailoring and taking control of a sales experience. use your program as a team. Think about it – you don’t buy expensive ultra-whitening toothpaste because you … But no matter how agonisingly carefully they are crafted, these can only ever be generic statements designed to appeal to your target market as a whole. Applicable in complex selling situations including B2B, B2C, B2G. Andrew Bryant shares some of the secrets of value based selling at a speech Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. It’s dangerous to assume that your prospect is fully aware of all of these costs and consequences. The total joint cost incurred in the most recent production run is $486,000. Value selling focuses on the customer’s needs over any other criteria. That’s not the only difference between sales processes and selling methodologies. What sets these top performing organisations apart? If your contacts are serious decision-makers with substantial workloads, they will not appreciate being involved in conversations and meetings that leave them wondering why they just wasted their valuable time. Our expert associates create custom workshops and case studies that apply the ValueSelling skills through a simulated sales situation.Each of our facilitators is a former sales leader who can demonstrate the ValueSelling concepts and principles with credible real-world stories and expertise.To discover more about how the ValueSelling Framework process works, contact us. The final principle is simple: if your solution doesn’t offer a distinctively different and higher-value approach solving to the prospect’s identified problem than any of the other options they are considering, you need to either do something about it or qualify out. And the results can be seen in top line revenue growth that far exceeds market averages. The toolset saves time, effort and resources in all selling situations. Coaching Vortex Prospecting™ for Managers: Learn the best practices in developing your team's prospecting and qualifying skills. Value conversations with buyers result in increased leads, a shorter sales cycle, a higher sales close ratio, and less price discounting. With this approach, the sales conversation focuses on how the buyer’s life will be improved with the asset at hand, rather than the actual features and hard-facts related to the product. The Steven Company produces four products – product A, product B, product C and product D. These four products are produced from a single raw material using a joint production process. The 360° Profile Builder™: An interactive tool that leads individuals through targeted questions about their buyer with answers mapped to the ValuePrompter® so reps are ready to engage in more effective sales calls with high-level executives. Value Based Selling (VBS) is all about instilling a culture that links business objectives and benefits to the enabling capabilities of your products and services. Rather than selling products or services, the Value Selling methodology delivers the value or benefit of your product, not the product itself. 3) Watch and learn what the top influencers in your market are doing. By building a process rather than customizing each deal, less management is required – which allows organizations to focus on helping team members improve their sales skills. However the average B2B buyer regards a sales person’s relevant business knowledge as being far more valuable than their ability to regurgitate product features, functions and benefits. Its practices have evolved over the years to adapt to changing business climates. Rather than a broad description of all that you can offer, you’ll get much more traction by selectively identifying and highlighting the small subset of your total capabilities that are most relevant to successfully addressing the issue you have identified. 4 Chippenham Close | Lower Earley | Reading | RG6 4AY | United Kingdom | phone: mutually meaningful value in every customer interaction. The delivery of the ValueSelling Framework includes a tailored mix of on-demand eLearning courses, live instructor-led workshops and video reinforcement on nearly every continent and in over 16 languages.Because adults acquire skills most effectively by doing, our programs are activity-based, not lectures. Selling Techniques That Create Value. tailored program. Rather than a broad description of all that you can offer, you’ll get much more traction by selectively identifying and highlighting the small subset of your total capabilities that are most relevant to successfully addressing the issue you have … your sales issues. Marketers sometimes make a great deal of fuss about articulating your company’s “unique value proposition”. To sell on value, you must understand your customer and what value means to them and their business. Use these four selling techniques to show your prospects why they need to change their situation and persuade them to choose you over your competition. The ValueSelling Framework ® is a conversational, question-based sales methodology that is easy to understand and use daily without having to unlearn or change everything you currently do. The methodology trains and equips them to discover, create, and articulate the value of their organization’s products and services. Value selling started in 1991 as a spin-off from Xerox’s sales strategies. Value-added selling is a proactive philosophy of seeking ways to enhance, augment, or enlarge your bundled package solution for the customer. Bob Apollo is a Fellow of the Association of Professional Sales and the Founder of UK-based Inflexion-Point Strategy Partners, home of the Value Selling System®. Methodology. Leveraging the ValueSelling Framework® as foundational sales training, we work with teams to create a revenue vortex. The ValueSelling Process: Engage your leadership to. In fact, a key role of the sales person in these early stages must be to help the prospect recognise the full horror of sticking with the status quo. The Value Selling Framework creates a repeatable process, or map, based on customer buying processes. So what does value-based selling entail? Rich in exercises, role plays and opportunities to collaborate with peers, it helps them apply the t… The ValueSelling Framework is based on simple, repeatable steps that fit into your existing sales routine. 2) Block out some time to be thoughtful. When most people think of sales, they imagine a pushy, smooth-talking shyster whose sole … If the prospect cannot articulate the costs and consequences of the problem and the value of solving it, their chances of getting their organisation to agree to invest in any solution is remote - as are your chances of winning. Using the Challenger sales methodology, Dixon and Adamson argue that with the right training and sales tools sales … Many salespeople see the sales process as linear. The MEDDIC sales methodology takes sales reps through a six-part discovery process with each of their accounts: As you can tell from those questions, the MEDDIC sales methodology is focused on the decision-making processes happening inside your buyer’s organization. There are six stages of consultative selling: Research It is presented in four parts: Mastering the Head Game; Your Blueprint for Sales Success; Understanding Your Customer; and Securing and Growing the Business; The fifteen chapters outline the most critical content for exceptional sales results in a competitive … It should be no surprise that according to SBI, on average 87% of the revenues in complex B2B sales environments are being generated by just 13% of the sales population. You want more customers, higher margins, more market share. hbspt.cta._relativeUrls=true;hbspt.cta.load(3909146, 'daff7d92-4505-4a9e-8fe2-c7e9c7559e6f', {}); © 2020 ValueSelling Associates, Inc. All rights reserved.Privacy Policy, Coaching the ValueSelling Framework® for Managers, Rigorously qualify prospects and eliminate the “no decision” sales cycle, Ask the right question in the right order at the right time, Properly differentiate the breadth of your products and services, Build insightful prospect profiles that increase your credibility. Diagnose root causes of. While traditional solution selling is still dead, the changing B2B landscape has given rise to a new best-in-breed sales methodology: insight selling. When a salesperson uses value selling techniques to identify the needs of the customer and highlight how those needs are met by the product being sold, the customer becomes more invested in … So there you have it: five key principles of value-based selling. The Consultative Selling method focuses on building a trusted relationship between buyer and seller that creates value before pushing a solution. But if, despite all your efforts, the value of solving the problem remains unclear or weak, it’s usually best to qualify out the “opportunity” and defer it for future nurturing - even if you appear to have a good solution fit. Whether you’re an executive sales leader, sales manager or sales rep, value-based sales training that utilizes the ValueSelling Framework® creates a common language for greater forecast accuracy, powerful deal reviews, and effective sales coaching. That’s why the first principle of value-based selling is to focus on the value to the prospect of dealing with the issue they have identified. Keeping an eye on industry leaders can not only give you an edge but also provide inspiration and knowledge. The Framework is the first and only methodology with a toolset integrated throughout the entire sales cycle. Almost always, this will involve drawing their attention to aspects of the problem they may not have recognised or - even better - introducing high-impact issues that they may not have previously been aware of. Following a successful career spanning start-ups, scale-ups and mature corporates, Bob now works with a growing client base of tech-based growth-phase businesses, equipping and enabling them to systematically create and capture mutually meaningful value in every customer interaction. Unlike a sales process, a selling methodology usually doesn’t apply to the entire sales cycle. Train your sales force to effectively. This terrible mismatch has profound consequences. It’s not - as some early definitions suggested - just about maximising the value of your solution to the customer. Solution selling is a type and style of sales and selling methodology. The Value Sales Presentation has been evolving ever since then. And you need to clearly explain how you deliver unique and relevant value to every member of the decision-making team. Conventional sales processes are all-too-often designed around the needs of the seller, not the buyer. People don’t buy products – they buy the results of what your product creates. Based on every program and platform I have seen in the industry, the VSP is the best opportunity to get a yes at the end of every presentation. Value-based selling requires that you get very specific about the value you offer each prospect - in effect you need a personally tailored unique value position. With value selling, you can quickly: ValueSelling Associates is the creator of the ValueSelling Framework®, a proven formula for accelerating sales results.The ValueSelling Framework is a simple process to manage the conversation with prospects and customers, and develop a mutual understanding regarding how you and your organization can add value to the buyer and their business. While a sales process maps out a sequence of stages required for success, a sales methodology introduces discipline through a system of principles and … Value-added selling is a proactive philosophy. It’s a sad fact that today’s average B2B sales person is still far more comfortable talking about their products than they are discussing business issues. Otherwise, the most likely outcome is that they will simply decide to stick with the status quo. Design a practical &. Value-based selling requires that you get very specific about the value you offer each prospect - in effect you need a personally tailored unique value position. Each program is tailored to your organization, your industry, your client set and your role. Your sales activities, sales enablement tools and shareable content must be designed to advance a well-qualified opportunity through their buying decision process. Focus on Value-Based Selling According to Forrester Consulting, a meager 10% of buyers report that sales reps are value-focused, with most still using the less-than-effective “product pitch.” The consequence is a Value Gap, a divide between buyer expectations and a traditional sales and marketing product or service pitch. Topics: Posted by Once the tools are ready, we engage with your marketing and sales leadership to show them how the Value Selling Methodology flows through the entire customer acquisition cycle. Unlike a sales process, which focuses on defining the steps or stages on the path to purchase, a sales methodology offers a framework for how sales reps can approach each of those stages to win the deal. Another ‘obvious’ value-based selling tactic that a lot of businesses forget about—or worse, think is beneath them. Challenge Your Prospect’s Status Quo. Identify the Opportunity. A ValueSelling associate will contact you to discuss what’s going on in your business and discover together whether the ValueSelling Framework is the right solution for your organization. Regardless of your current challenge – more leads in the pipeline, higher win rates, more consistent team performance – we have a solution for leadership. 80% Deal Closure Rates 10-15% Sales Cycle Reduction Value-Based Selling is how you support that price. If you continue browsing the site, you agree to the use of cookies on this website. Complex Sales, The fundamental principles of value-based selling. This value might be expressed by responding their questions simply, directly and completely rather than leading them around the houses with an ambiguous or deliberately obfuscated response. So the third core principle of value-based selling is to seek to establish mutually meaningful value in every customer interaction. The Value Based Selling methodology was designed to train sales professionals on how to discover “value need”and articulate “valuegiven” when working with prospects and customers. Solution selling has a salesperson or sales team use a sales process that is a problem-led (rather than product-led) approach to determine if and how a change in a product could bring specific improvements that are desired by the customer. Beacon has the methodology, tools and skilled resource to ensure that you can reap the benefit VBS has to offer. All the products have a market value at split-off point and can be sold to customers without any further processing. Your employees want a clear vision and culture that recognizes their achievements and provides them the opportunity to grow and excel. Value Selling Fundamentals: 7 Actions to Create Thoughtful Interactions 1) Firmly believe in your USP and back it up. Value selling does not just happen. Or it might be expressed by sharing an insight that causes them to think differently or by revealing a relevant fact they were previously unaware of. Accelerate the process of finding, qualifying, educating, selling and closing new opportunities. So it’s hardly surprising that things the sales person sees as important are often regarded by the prospect as irrelevant or (even worse) profoundly irritating, while at the same time their interests and concerns are being poorly served by the sales person. It’s meant to help you get clarity when you’re dealing with deeply complex organizations, so you can tailor and target your … Value Selling Methodology Give Buyers a Reason to Buy Our Value Selling Methodology enables you to market and sell based upon the value your solution creates. VALUE SELLING SYSTEM® Systematically Creating and Capturing Mutually Meaningful Value in Every Customer … Next we design and build value selling tools to quantify and present the value of your solution. Before the value of your solution is in any way relevant to your potential customer, they must first - hopefully with your help - recognise the value of solving the problem the first place, and acknowledge the cost of inaction and the urgent need for change. The ValueSelling Framework is based on simple, repeatable steps that fit into your existing sales routine. The course contains 15 modules and is delivered in person, online or in a blended format. Value-Based Selling, A sales methodology is a framework that outlines how your sellers approach each phase of the sales process. I’ll be expanding on each of these ideas in future articles. 20% reduction in average sales cycle 24% improvement in average win rate 15% increase in average sales value [Sales Benchmark Index] 23. Bob Apollo on Tue 21-Jul-2015. Then, reinforce the consistent execution of these skills with an implementation plan. By understanding and reinforcing the Reason Why a transaction will be valuable to the customer, you simultaneously increase the likelihood of a transaction as well as the price the buyer will be willing to pay. No matter what level your business is at, it's vital that you are in tune with what your competitors are doing. All departments play a vital role in new customer acquisition and expansion of existing customers, yet they rarely share a common framework and language – until now. Your shareholders demand more value, more return. Value-Based Selling is not about talking-it's about listening. The Framework is the first and only methodology with a toolset integrated throughout the entire sales cycle. Anticipation of enjoying the benefits of the decision-making team reinforce the consistent execution of these ideas future. New opportunities a shorter sales cycle, more market share s not - as some early suggested. 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