Value Based Selling - White Paper
Recognise any of these symptoms?
- Volatile sales forecasting
- High percentage of enterprise proposals end in a "no decision"
or revert to purchase on lowest price
- Orders lost to a competitor with "less value"
- 11th hour discounting puts pressure on margins
- Able to convincingly quantify only a small portion of your total value
- High percentage of revenue coming from products rather than total
end-to-end enterprise solutions
- Conviction that 'we are basically doing the right things'
- Puzzlement as to why 'the right things' aren't working as well as you'd hoped?
If none of these apply to you - stop reading
now. If some or all of these symptoms are alive and well in your organisation
then you are in the majority and it might just be worth reading on.
Puzzlement is a key word here - it seems as
though, no matter what we do to change it, potential
customers relentlessly insist on discounting - a situation made worse by
the fact that our competitors are willing to do whatever it takes
to the win the business.
But we all know that there is only one inevitable outcome
from failing to arrest this behaviour - downward spiralling margins.
If the pressure on margins is not to end in a profits
slide, and more importantly, if accelerating profitable growth is to
be restored or maintained, something profound has to happen to the
way in which sales teams think and perform in what is now a new and
highly complex sales environment.
The new business battleground is 'sales' not 'product'
or 'service'. The key issue now is how you sell not what you sell.
And right here is the key to the puzzle - most sales teams
present 'their' company, 'their' products and services and 'their' perception
of what those products and services will do for 'their' customer.
On the other side of this potential bargain is a real live
breathing customer - and because the customer is real and live and breathing,
it is afflicted by all the usual problems that we can imagine and a whole
bunch of others that we can't - and the customer needs them fixed!
Problem is that in many cases these problems are complex - so complex that
the customer has real difficulty understanding them.
So if your potential customer has difficulty understanding
its own problems, guess how well it's going to do when trying to
understand your solutions relative to those problems?
If you have an interest in the complete white paper, please
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