Value

For many years the principal focus for the sales person was in ‘establishing needs’. But good discovery is now merely a ticket to enter this increasingly competitive game.

Value is the unifying principle of successful selling. In today’s maturing market, establishing and continuously confirming strong perceived value may well be your sales teams’ most important differentiator.

Value is at the core of each sales skills development programme that we deliver. We have identified seven ‘Value Essentials’ which can leverage investment in any existing sales methodology (i.e. TAS, SPIN, etc). A single Value Essential will improve your sales approach, combined they enhance the entire sales process and campaign outcome.

Red Edge Value Essentials®

• Value Essential 1 - Proposition Messages
• Value Essential 2 - Value Discovery and Confirmation
• Value Essential 3 - Value Case Development
• Value Essential 4 - Re-visit Value to Resolve Challenges
• Value Essential 5 - Propose and Present Value
• Value Essential 6 - Negotiate and Close on Value
• Value Essential 7 - Become the ‘Valued Adviser’

Each Value Essential conveys the relevant skills and techniques for todays IT and Telco sales audience, and provides models and tools to aid with the planning and execution of the desired sales approach and behaviours.

Adopting our Value-Centric approach has helped our clients win more business, more profitably, more often by:

• Better identification of the best prospects
• Shortening sales cycles
• Improving win-rates
• Increasing deal margins
• Building profitable long-term accounts

We’d welcome the opportunity to hear about your challenges. Contact us to explore how we might help achieve your sales goals.