Value Based Sales
I’m often asked: “What exactly is Value Based Selling, and is it like SPIN, Sandler or any other ‘system’?” The simple answer is “no.” Value Based Selling, or VBS, is more of a strategy/philosophy than a system or a process. The challenge with systems is that every customer and situation is unique, and no training program can cover all possibilities – so what happens when a salesperson trained in a system comes across a situation they weren’t trained for? Most likely they revert to whatever comes the most naturally to them – what they were doing in the past.
VBS is a sales strategy which focuses on identifying value in the intangibles and matching them with customer specific value drivers. For example: let’s say you know that your company has the shortest lead-time in the industry, and you come across a customer whose #1 concern in the purchase decision is quick delivery. Simply saying that you have the shortest lead-time in the industry is not enough. You need to put an intangible (lead-time) into tangible terms (money). Now, you have a real value driver for that customer to consider. And notice – it has nothing to do with any product features or benefits!
Rick is the founder and CEO of Choose Growth – a sales management consulting firm dedicated to helping SMB’s achieve or exceed their growth expectations by increasing revenue, margins and reducing cost of sales – simultaneously. This contradicts most business books out there, but we have the data to support the success of our methods.
Take the first step in exceeding your expectations by contacting us for a no-cost, no-obligation discovery session. You just need to commit 1-hour of your time and in return you will receive a report with our recommended path forward, as well as at least one immediately actionable item you can address whether you hire us or not.
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