1. Target group
Many B2B sales organizations waste a lot of time and money because they “sing in front of the wrong balcony”. They hunt down those who hardly ever become valuable customers, they follow tenders that they can never win, at times because there is no clear consensus about who takes what opportunity.
The target audience module of the “Value Selling System” has the goal of achieving company-wide agreement on which customer segments, companies, roles, and business issues are focused, and which triggers (= trigger events) signal to their team that a prospect is willing to actively evaluate his options.
1.1 Critical business topics
The “Value Selling System”enables you to identify the few critical business issues your customers and prospects are most likely to address, along with their causes, symptoms, and effects. This is the best way to demonstrate the value of your unique properties, advantages and benefits.
1.2 Target companies
The “Value Selling System” helps you to define your desired customers, whose demographic, structural, behavioral and situation – related characteristics in common. This allows you to invest your valuable resources in the right partners and to disqualify the “wrong” ones.
1.3 Operator of change
The “Value Selling System” empowers your sales team to find those people in your desired customers who can help you enormously as the operator of change: they recognize the need for change (the previous supplier, the previous approach) and have the power, the will and the ability to accomplish this.
The “Value Selling System”selling prices helps you to define, observe and recognize those events that trigger a need for action from your customers.
If you have no idea where you want to go, do not be surprised if you arrive anywhere”
With our “Value Selling System” , you can achieve absolute clarity across the four main points: themes, organizations, roles, and triggers. This ensures that everyone in your company pulls together and in the same direction!
Understanding the right audiences, their business issues, decision processes, and carrieers is an excellent start – nothing more, nothing less. If you want to leave a lasting impression on your customers, then you should position yourself, your company and your product / service in a way that makes you stand out from all the other possibilities that the customer has.
The Value Added Positioning module helps you design marketing messages and sales pitches so that each member of the purchasing team (= Buying Center) has a clear value.
Mandatory action needed
The sale of sales system helps your sales team to explain to their interlocutors what the cost of their problem is, and what consequences persistence in the status quo can have. So-next-do-it-is-so-far is then no longer an acceptable option. Instead, a compelling need for action is taken.
Unique value of the solution
The “Value Seling System” helps your partners to recognize that there is a big difference between their current status and the possible target status in the future. Based on this, your sales team can present the unique value of your company / product / service
Personalized value messages
The Value Selling system enables your sales team to identify and communicate with all stakeholders involved in the purchase decision so that they are personally addressed. This creates trust.
Differentiation from the competition
The Value Selling system puts your sales team in a position to clearly distinguish themselves from the competition. This includes the status quo of the interested party. So you may appear as the best solution for the customer.
Unique value proposition
These four elements – the need for action, the unique value of the solution, personalized value messages, and competitive differentiation – allow your vendors and saleswomen to turn any conversation with their peers into a valuable one for both sides!