Value Selling

For many years the principal focus for the sales person was that of ‘establishing needs’ – but today good discovery is now no more than the entry-point, expected and demanded, in order to make progress in the fiercely competitive sales campaign.

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 methodology (i.e. TAS, Huthwaite SPIN, Miller Heiman, InfoMentis, CustomerCentric Selling, etc.). A single Value Essential will improve your sales approach, combined they enhance the entire sales process and campaign outcome.

Red Edge Value Essentials®

Each Value Essential conveys the relevant skills and techniques for today’s 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:

• Clearer identification, and therefore targeting, of the best prospects
• Shortening sales cycles
• Improving win-rates
• Growing deal values and broadening solution/service footprints
• Increasing deal margins
• Building profitable long-term accounts

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