While traditional solution selling is still dead, the changing B2B landscape has given rise to a new best-in-breed sales methodology: insight selling. The total joint cost incurred in the most recent production run is $486,000. This value might be expressed by responding their questions simply, directly and completely rather than leading them around the houses with an ambiguous or deliberately obfuscated response. VALUE SELLING SYSTEM® Systematically Creating and Capturing Mutually Meaningful Value in Every Customer … Value selling does not just happen. Value-Based Selling is not about talking-it's about listening. The ValueSelling Process: Engage your leadership to. The methodology trains and equips them to discover, create, and articulate the value of their organization’s products and services. Keeping an eye on industry leaders can not only give you an edge but also provide inspiration and knowledge. The final principle is simple: if your solution doesn’t offer a distinctively different and higher-value approach solving to the prospect’s identified problem than any of the other options they are considering, you need to either do something about it or qualify out. But no matter how agonisingly carefully they are crafted, these can only ever be generic statements designed to appeal to your target market as a whole. Solution selling is a type and style of sales and selling methodology. People don’t buy products – they buy the results of what your product creates. When most people think of sales, they imagine a pushy, smooth-talking shyster whose sole … Our expert associates create custom workshops and case studies that apply the ValueSelling skills through a simulated sales situation.Each of our facilitators is a former sales leader who can demonstrate the ValueSelling concepts and principles with credible real-world stories and expertise.To discover more about how the ValueSelling Framework process works, contact us. The ValueSelling methodology provides a common language across sales, marketing, and product teams to realistically assess opportunities. Your shareholders demand more value, more return. Unlike a sales process, a selling methodology usually doesn’t apply to the entire sales cycle. The ValueSelling Framework program provides sales and customer-facing professionals with a proven process and tools to engage, qualify, advance and close the sale. Beacon has the methodology, tools and skilled resource to ensure that you can reap the benefit VBS has to offer. What sets these top performing organisations apart? The toolset saves time, effort and resources in all selling situations. 80% Deal Closure Rates 10-15% Sales Cycle Reduction Value-added selling is a proactive philosophy. Unlike a sales process, which focuses on defining the steps or stages on the path to purchase, a sales methodology offers a framework for how sales reps can approach each of those stages to win the deal. The delivery of the ValueSelling Framework includes a tailored mix of on-demand eLearning courses, live instructor-led workshops and video reinforcement on nearly every continent and in over 16 languages.Because adults acquire skills most effectively by doing, our programs are activity-based, not lectures. A sales methodology is a set of guiding principles that define how a business sells its products or services to customers. It should be no surprise that according to SBI, on average 87% of the revenues in complex B2B sales environments are being generated by just 13% of the sales population. 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. Complex Sales, The fundamental principles of value-based selling. The Value Sales Presentation has been evolving ever since then. The MEDDIC sales methodology takes sales reps through a six-part discovery process with each of their accounts: As you can tell from those questions, the MEDDIC sales methodology is focused on the decision-making processes happening inside your buyer’s organization. Focus on Value-Based Selling According to Forrester Consulting, a meager 10% of buyers report that sales reps are value-focused, with most still using the less-than-effective “product pitch.” The consequence is a Value Gap, a divide between buyer expectations and a traditional sales and marketing product or service pitch. All departments play a vital role in new customer acquisition and expansion of existing customers, yet they rarely share a common framework and language – until now. Train your sales force to effectively. By building a process rather than customizing each deal, less management is required – which allows organizations to focus on helping team members improve their sales skills. If the prospect cannot articulate the costs and consequences of the problem and the value of solving it, their chances of getting their organisation to agree to invest in any solution is remote - as are your chances of winning. This terrible mismatch has profound consequences. The Framework is the first and only methodology with a toolset integrated throughout the entire sales cycle. All the products have a market value at split-off point and can be sold to customers without any further processing. hbspt.cta._relativeUrls=true;hbspt.cta.load(3909146, 'daff7d92-4505-4a9e-8fe2-c7e9c7559e6f', {}); © 2020 ValueSelling Associates, Inc. All rights reserved.Privacy Policy, Coaching the ValueSelling Framework® for Managers, Rigorously qualify prospects and eliminate the “no decision” sales cycle, Ask the right question in the right order at the right time, Properly differentiate the breadth of your products and services, Build insightful prospect profiles that increase your credibility. So it’s hardly surprising that things the sales person sees as important are often regarded by the prospect as irrelevant or (even worse) profoundly irritating, while at the same time their interests and concerns are being poorly served by the sales person. Once the tools are ready, we engage with your marketing and sales leadership to show them how the Value Selling Methodology flows through the entire customer acquisition cycle. This methodology is a crowd favorite in the digital world, most notably in the SaaS industry. Posted by Following a successful career spanning start-ups, scale-ups and mature corporates, Bob now works with a growing client base of tech-based growth-phase businesses, equipping and enabling them to systematically create and capture mutually meaningful value in every customer interaction. If your contacts are serious decision-makers with substantial workloads, they will not appreciate being involved in conversations and meetings that leave them wondering why they just wasted their valuable time. That’s not the only difference between sales processes and selling methodologies. 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