94% of buying executives expect salespeople to have business impact discussions with them, but only 25% of salespeople are effective at this.
While the selling environment has completely changed in this COVID-accelerated work environment, salespeople must still uncover what buying executives truly value in order to succeed in 2021 and beyond. This starts with equipping your salespeople with the strategic approaches and tools they need to identify customers’ value criteria and create solutions that advance the business.
Today, needs-based selling, while necessary, is not sufficient enough to differentiate yourself in a crowded marketplace. Instead of asking the same questions and collecting the same data as your competitors, your salespeople should be engaging buying executives in business impact discussions. Salespeople need to sell based on how customers define value.
In this webinar, you will learn what your salespeople need to understand about their customers’ value chain, as well as how to uncover customers’ hidden needs in order to improve that value creation process. As a result, your salespeople will be able to have business impact discussions with executives, create greater differentiation, and generate higher win rates.
During this webinar, you will:
- Explore the mindset required for selling to value and not simply selling to expressed needs
- Recognize the importance of differentiating yourself by selling to value
- Learn a model for understanding your customers’ value creation process
- Learn an approach for discovering hidden needs
By understanding how your customers create value and selling to that value, you set yourself apart from other salespeople who sell only to known needs.