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Value-based selling is a sales strategy that focuses on helping prospects solve their problems while creating a positive economic and resource impact. This impact can be achieved in a variety of ways, but typically falls into four categories: cost savings, time savings, competitive advantage, and risk reduction.
Why is value-based selling important?
In my experience, almost no customer comes into a sales pitch to discuss product features. They have a problem or need, and they want you to solve it. It’s also important that you do so in a way that shows how the benefits of your solution outweigh the status quo. This isn’t new; Harvard Business Review covered this in detail a few years ago, emphasizing that value-based buying is largely the norm, making value-based selling key to closing deals.
In short, the salesperson's job is to make potential customers "fall in love" with him, not just fall in love with a new product or service.
If you can deliver the value that customers are looking for, you will earn their trust. This trust is critical to building long-term relationships with customers, opening the door to future cross-sells and upsells.
How to create a value-based sales structure?
Successful value-based selling depends on customizing your offering to meet each customer’s uganda telegram data unique needs. To identify and meet these needs, you should follow a simple three-step framework: research, solution mapping with clear value propositions, and customizing your offering. Here are a few steps to help you do this: