Why build value?

Why build value?


Drive the customer’s sense of urgency.
Selling value creates momentum because it links your solution to what is happening in the market. The market doesn’t wait for the customer to make up his mind. Learn how to use value to link the customer’s buying decision to the successful implementation of a market-driven business strategy, so you can close more deals faster.

Get to the decision maker faster.
Value captures the attention of the decision maker. Most high tech sales are an exercise in climbing the organization chart until you finally reach the person who has the budget to buy your solution. This climb is usually slow and painful. Learning how to build value, which greatly improves your chances of getting to pitch directly to the people who count.

Builds competitive advantage
Value determines your competitive strength, both within an account and in the marketplace. Early in the technology adoption lifecycle, the ability to convince customers of the superior value of your solution enables you to win the strategic deals you need to establish market credibility for your solution. Later in the technology adoption curve value helps you build market momentum. Learning how to build the customer’s perception of the value of your solution increases the chance that your company will end up being the market leader.

Sell more profitable deals.
Value enables premium pricing. As the market matures, more alternatives emerge. Greater choice erodes your competitive advantage, and consequently, your ability to charge a premium for your solution. The ability to continually evolve your value proposition protects your solution from becoming a commodity.

Build sales momentum.
Value is the only thing that builds belief. Features and benefits build points in your favor. Solving problems builds confidence that your solution works. But value builds the customer’s belief that they will be successful. Learn how to use the customer’s belief in the value of your solution as a powerful source of energy to drive the sale.


http://sellresults.com/blog/?tag=build-value