This workshop will help you create, develop and close business opportunities using a consultative approach and a value-based (not price-led) proposition.
Value-based selling means working the way your customer wants to buy, not how you want to sell. It also means:
- Defining problems and improvements clearly and in detail
- Exploring and defining the value associated with solving or achieving these
- Matching your solutions to these issues
- Structuring your bid, proposal and proposition around the customer’s buying criteria, ideas and expectations
- Creating a positive and enjoyable buying experience based on trust and rapport
- Finally, it is about creating compelling reasons to choose your proposition that are not based solely on price
In a transactional sale the customer knows the answer without help from a salesperson (or cannot see why they should choose you), or is prepared to stay with what they have. Customer decision criteria are price and convenience and customers resent time spent with (new) salespeople, mainly because the salesperson adds little or nothing to what the customer already has and just wastes time.
In a consultative or value-based sale, by contrast, the customer doesn’t know the answer already. The salesperson must take the role of an advisor, not just a ‘product promoter’. Customers demand expertise, advice and customisation during the sales process. Often customers insist on multiple meetings with salespeople and others to develop advantages that you can bring and reduce the perceived risk of changing. In this way the salesperson often adds more value than the product or service alone.
Any questions? Please just give us a call on 01582 463463 – we’re here to help!