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 conversations with buyers result in increased leads, a shorter sales cycle, a higher sales close ratio, and less price discounting.

Our solutions guide buyers through the sales process. At each step of the engagement with buyers, you benefit in a different manner. Early on, it might be more leads and better qualified leads. Later in the sales process, it might be a reduction in the sales cycle or improved sales close rates. For each tool in the infographic below, we show representative benefits. Tools can deliver different benefits than shown depending upon the nature of your offering, customer segment, and competition. For example, value calculators can benefit you in various ways by creating demand, capturing leads, shortening the sales cycle, and closing deals.

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How It Works

  • The Assessment Tool increases your web site traffic and converts anonymous visitors into leads.
  • The Value Calculator improves lead quality and deepens buyers’ engagement.
  • The TCO Tool compares alternatives and overcomes price objections.
  • The ROI Tool delivers the business case for your solution and helps close more deals.

The best way to start is identify one or two of your biggest performance gaps. Do you need to improve lead quality? Do you often lose deals to competitors? Do you get requests to approve price exceptions? Contact us and we will help determine which solution best fits your need.

Try sample value calculator from ROI Selling