Talking to customers in many industries this past year, it is clear that the drive towards a value based sales approach is increasing.

It is easy to say you should focus on the value for the customer.

In reality, Sales reps tend to start from their own solution and how to sell it = thinking from the inside out.

To see how value based your organization is regarding Value-Based Selling, Ask the team to answer these three questions:

1. What (quantified) value does your company’s solution add for the customer?

2. What degree of benefit does this create for the customer?

3. How does your solution differ from that of your competitors?

Can your sales reps respond professionally to these questions? If so, congratulations! Then you are already better than most of your competitors!

Analysing customer value means understanding how the customer thinks when thinking about your solutions. Therefore, rather than “A system solution”, the customer is buying something like: “We made sure the we got our invoices out on time, thereby improving liquid assets by 35 percent.”

To Learn more, check out the 3S Knowledge bank with more know-how on Value Based Selling. If you enjoyed this post, check out our resources page  for more useful contents! Subscribe to our blog for the latest tips, strategies, and exclusive insights delivered straight to your inbox, helping you stay ahead in your field!