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5 Top Tips for Boosting Sales with Value Selling

Posted by Darrin Fleming on Nov 20, 2017 11:21:00 AM
Darrin Fleming

5 Top Tips for Value Selling.jpgAs we reflect on the upcoming Thanksgiving holiday, we are grateful for the customers we are privileged to serve, the partners who help us grow and succeed, and the readers who follow and “value” our blog.

We hope you enjoy these top-performing posts from 2017. Notably, two of the five posts reference the popular Challenger™ Sales model and how it can complement your value selling efforts. Feel free to comment and share how value selling programs have enhanced your sales process and helped you achieve your goals.

5 Steps for Adding Value to the Buying Process

Successful salespeople know how to guide customers past features and functions, straight to the value and potential benefits of your offering. They often blend the Challenger™ Sales model with value selling tools to educate, collaborate, and quantify the size of the problem and the corresponding value of the solution. Follow these five steps to build trust with buyers and achieve greater sales success.

3 Avenues to a Persuasive Value Proposition

A comprehensive and compelling value proposition makes it abundantly clear why buyers should invest in your offering. Your proposal should address the needs of the industry, the company, and the individuals evaluating your solution. Follow these three avenues and leverage value selling tools to develop persuasive value propositions that drive more sales success with more satisfied customers.

How ROI Selling Fits the Challenger Sale Like a Glove

Nothing beats the Challenger™ Sale for getting inside your prospect’s head and sharing new ways of looking at issues, options, and outcomes. Use this high impact discovery process to emphasize your solution’s unique strengths and focus discussions on value instead of price. Value selling tools are an integral part of the Challenger Sale allowing sales reps to educate buyers, accelerate decision making, and close more sales, faster.

How to Maximize Your Trade Show ROI with Value Selling

Exhibiting at trade shows can be an expensive proposition, so it’s essential to squeeze every possible return from your investment in time, travel, and human capital. Value selling can help you generate more qualified trade show leads and facilitate their conversion into real opportunities. Learn how to engage visitors with tools that demonstrate the undisputed value of your solutions.

Building a Business Case: 4 Types of Buyers You Need to Know

Knowing your audience is foundational to building a solid business case. Every decision maker and member of the buying committee has a different agenda based on their position in the organization. Unless your business case speaks directly to their needs and concerns, in language they understand, you won’t get very far. Consider these four personas to build a persuasive and successful business case.

Get Ready for 2018

Budget now for acquiring professionally developed value tools that can help generate more (and more qualified) leads, improve lead conversion, shorten the sales cycle, and close more sales in 2018. Contact us for more information.

Thank you to all of our blog readers from everyone at ROI Selling. Best wishes for a happy, healthy, and safe Thanksgiving!

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