Why Focus on Value?

Customers will buy based on the real or perceived value they receive from your products, services or solutions, and to win in the challenging economic environment we find ourselves in today, businesses must lead with a clear, concise and realistic articulation of the true business value they can bring to their customers. That value takes into consideration all the factors their customers are dealing with including the customer's main Business Drivers and the pressures from the Investment Community, the Regulatory Environment, Competitors, and the overall Economy. It identifies the customer's key business initiatives and critical success factors and what's blocking their achievement and how, specifically, your products, services or solutions can help the customer achieve their goals. It's all about value; all about how you can help your customer reach their goals; what's in it for the customer to do business with you.
Value Sales Consultants can help you fully define and articulate the unique value you can bring to your customers, and cut through the marketing hype and noise, getting right to the real and lasting benefits your customers will gain by building a lasting business relationship with you.
More and more, your customer is not looking for just a supplier, but rather a “business partner” who understands their business and has skin in the game when it comes to their success. They want to do business with people who share their values; understand their markets; understand “their” customers and have a true passion for delivering real solutions that can transform the way their business performs. To do this, you need to leave behind the old, outdated approaches and cut right to the heart of what your customer needs in terms of helping them increase revenues, decrease costs and risks, and gain a competitive advantage that will ensure continued growth and profits.
In the past, you could count on your sales and marketing people to be the “gatekeepers” of the critical information about your products and solutions, and they were the primary way the value of your offerings were communicated to customers and prospects. Today, things have changed significantly. Today markets are essentially a series of “conversations” between customers, suppliers, solution providers, and industry pundits….all facilitated by the Internet and Social Media. Today, your customer is likely to be very informed about your products and solutions – and well aware of both the positive and negative aspects of your offerings, so it’s critical that your sales efforts are focused on your customer’s specific business needs and how you can uniquely provide solutions to those needs in the most cost-effective way.
This is where Value Sales Consultants comes in – we can help you craft compelling business value propositions around your offerings and help your sales force articulate the critical messaging needed to capture and hold the attention of your customers and prospects, and convert that attention into sales results.
To learn more about how we can help your sales force be more successful, call us today at 919-649-9325.