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How Value Selling Can Help You Overcome Your Customers' Status Quo Bias

Encouraging prospects to change their behavior is one of the greatest challenges facing marketers and sellers. Behavioral economists call this phenomenon “status quo bias.” How can sellers overcome this inherent yet irrational desire to keep something the same, even if it’s less than optimal?

How to Sell Successfully in a Shrinking and Volatile Economy

Economic indicators are sending mixed signals about the health of today’s economy. Inflation is on the rise and whether we’re in (or will be in) a recession is up for debate. Through it all, B2B sales don’t have to slow down if you understand how an uncertain economy influences buyer behavior.

3 Ways to Better Communicate Your Solution’s Value to Buyers

The biggest gap between sellers and buyers is a shared understanding of a solution’s value. This gap leads to long sales cycles or worse, deals that just fade away. Overcoming this chasm can be accomplished using value selling tools, which function as a Rosetta Stone to unlock insights for both sides.

Do Your Value Selling Tools Speak Your Customer’s Language?

I recently met with the marketing manager at a new ROI Selling client. While reviewing a draft of their new value selling tool, the manager commented, “Customers don’t think about it that way and they would never say that. That’s our internal language about our product.” Oops. How did that happen?

Fine Tune Your Value Selling Tools to Boost Adoption and Sales

Wonder why your buyers and sales teams aren’t using your value selling tools? Chances are they’re built around a product-centric value proposition and creating unwanted complexity, despite your best intentions. Here are two strategies for fine tuning your value selling tools and increasing adoption.

Sell Successfully to the CFO Using These 5 Easy Steps

Sellers have been told for years to “sell higher in the organization.” This is especially true for complex sales, which require the approval of the CFO or another senior-level financial leader. Unfortunately, financial approval remains elusive, partly because sellers are often unprepared.

5 Easy Steps to Better Estimating Labor Savings in Your Business Case

Labor savings is the value dimension most often challenged by prospects when building a business case. Why is it so tough to get customer buy-in for your labor-saving estimates? While the answer will vary by company, these hesitancies are often at the core.

Why Do We Make Irrational Economic Decisions in Life and in Business?

In B2B buying decisions and consumer purchases, humans do not always make optimal or even rational economic decisions, as predicted by Rational Choice Theory. If this is true, why do we continue to preach value-based selling? The fascinating and evolving study of Behavioral Economics may hold the answers.

How to Engage Buyers and Sell More with Personalized Information

The buyer's journey has evolved from a linear, predictable process to a complex expedition with twists, turns, and multiple decision points. Unfettered access to information puts the buyer in charge but something important is missing: a clear perspective of a product's value to the business.

4 Ways to Avoid Complexity in Your Value Selling Tools

Why would a company abandon its existing value selling tools after investing in their development? The answer is often simple: the tools are too complex and the sales team won’t use them. To better understand how to deploy more effective value selling tools, it is first important to understand how and why they are too complex.

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