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?