B2B-Sales-people

1. Your Situation

My customers (salespeople) experience these situations very frequently:

  • It’s getting increasingly harder to get in touch with potentials and/or customers.
  • Buying decisions are team decisions. Does not make selling any easier.
  • Lots of wasted energy and of other resources responding to RFPs (Requests For Proposal)
  • There is only one topic: price!
  • Referrals remain a dream.
  • Sales cycles are getting longer and longer.
  • My products/services are exchangeable.
  • My world is changing rapidly. Key-words: CRM, Inside Sales, global competition, Internet, Social Media, Video conferences etc. Makes me worry.
  • Often, customers tell me how they like my product/service. But they never buy!
  • If I want the same results as, say, a few years ago, I will have to put twice as much an effort into it!
  • Customers do not acknowledge the uniqueness of my offer.
    Was everything wrong that I’ve been doing!?

2. Your goal

  • I want to be a professional without having to slime.
  • I want to be respected. By my family, by my colleagues, by my boss, by my customers.
  • I want to be able to look into the mirror every morning
  • Sometimes I need pressure. But no permanent pressure.
  • I want to have time for myself.
  • I want to be a “Star” (At least sometimes).
  • I do not always have to give in when it comes to price discussions.
  • I want to earn good money!

3. Our offer

Dear Salespeople, imagine:

  • Whenever you call a CEO/owner, you will be put through, because you are seen as a valued advisor.
  • Price is less frequently the most important customer concern
  • You are looking forward to price negotiations, because you are well prepared for the action
  • Your customer referrals lead to new business
  • Your sales cycles are 20% shorter
  • You have reliable and flexible sales tools, so that you can improvise depending on the situation
  • You know the customer better than he/she knows him/herself: his/her markets/competition/processes/cost generators/decision making behavior/hopes/dreams/concerns/pain/limitations
  • You are not afraid of any customer – NO!
  • Sie erleben spannende Augenblicke mit Ihren Kunden – aber keinen zerreißenden Dauerdruck
  • You experience exciting moments with your customers instad of permanent pressure.
  • You have time for yourself – without feeling guilty.
  • If you are excited about this opportunity have a look at what we’ve got to offer

Your solution - the "System Value Sale"

When B2B clients struggle with opportunities that are risky, confusing, and confusing, it is not uncommon for them to choose to leave everything as it is – often months after long negotiations and internal discussions. They remain faithful to the status quo, or buy price-oriented because they do not recognize differentiation.

For sales organizations, this means expensive work: lost time, lost money, growing frustration, growing cost pressure and a growing gap between high expectations and actual performance. Explosive potential.

Not surprisingly, many sales executives ask this question:
“What can we do to spend our precious resources, money and time with the right people to influence the right companies, in a way that sets us apart from all the other options that they have? so they decide on our solution?”

A new perspective
Einstein created a famous phrase: “We cannot solve our problems with the same mindset that we used to create them!”
But many sales organizations are doing just that: they are trying to implement “more effective” sales processes, with even more sales training – which must not cost anything! – do more of the same, namely “sell even better”. It has been apparent for a long time, that this way delivers the desired result increasingly less.

Rather, what is needed is an approach that focuses on the customer’s purchasing process and how it is accompanied by sales and marketing.

Of course, this calls for a new perspective – one that focuses on each and every stakeholder influencing the buying decision, their desires, hopes, worries and fears, opportunities and constraints. The question is: what can we do to help these people achieve their goals? Only in this way can we represent the value of our offer. This is precisely the central theme of the “Value Selling System”.

Focus on complex sales
My clients are B2B companies with a great past and a great future. There is a need for adaptation to the new world of sales. It’s about people first, not technologies.

The “Value Selling System” is designed to accompany long and complex customer journeys with several decision-makers and influencers. The goal is to find ways for everyone in your sales organization to make every encounter with customers so VALUABLE that the purchase decision turns out to be in your favor.

Building values – The building blocks:

1. Target group
All employees of your marketing and sales teams know the critical key issues of your customers and prospects for whom you and your company have the best solutions. They know the suffering of these organizations, they know their decision-making processes and the associated roles – especially those who will work for you within the client companies. You know the triggers of purchase decision processes.

2. Positioning
The “Value Selling System” system helps your prospects to recognize that they have a compelling need for action, giving their salespeople solid tools to create compelling unique selling points. Personalized value messages for each stakeholder are included as well as a clear distinction from any other options your prospect may consider.

3. March in
The “Value Selling System” system gives your sales team clear planning documents and communication tools to decisively support the customer’s purchase decision process – Customer’s Journey. Thus, their inside and outgoing staff are always able to understand what they need to do at each stage of the customer’s buying process, and what crucial commitments they must make to their counterparts to sustain the momentum.

It is highly likely that most of your employees are already using many of these tools, be it through a combination of personal talent, constant curiosity and a strong willingness to learn. But imagine what effect it would have on your results if everyone in your team would always deliberately and structurally use these tools by accident!

Working together with our, “Value Selling System” we will use this team knowledge to identify the winning practices and combine them with the most up – to – date insights in leadership and sales psychology and the latest brain imaging results. This creates a repertoire of behavior that can be applied by everyone even under pressure.

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.

Trigger Events
The “Value Selling System”selling prices helps you to define, observe and recognize those events that trigger a need for action from your customers.

Clear focus
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!

2. Positioning

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!

3. March in

Most traditional “sales processes” are presented as a linear sequence of steps that, if followed, should result in sales success (=close). But complex sales situations are different. Very often salespeople deal with stakeholders who have different – even conflicting – interests and priorities and / or are at different stages in the decision-making process.
The path breaking idea behind the system selling of value is the task of a rigid sales process off the rack. Instead, we focus on the client’s complex and intricate decision-making process that we accompany, facilitate and facilitate.

This change of perspective has different effects:

Clear planning
The “Value Selling System” has simple and clear planning templates that allow your sales force to make informed decisions about strategies, priorities, and tactics.

The Customer’s Journey
Rather than focusing on an inflexible sales process, the “Value Selling System”focuses on understanding the customer’s buying process and accompanying, facilitating and enabling customers through each stage.

Critical sales activities
Based on scientific studies (Aberdeen Research, Achieveglobal, CSO Insight, Learning International) and the experiences of their top sellers, the “Value Selling System” highlights the critical sales activities that are used in the various stages of the buying decision process so that the customer can make an informed decision.

Progressive commitments
The “Value Selling System”enables your sales team to recognize and maintain the customer’s obligations necessary for progress in the decision-making process, thus increasing the chances of success.

Going the way together
Unlike other sales philosophies, the “Value Selling System”rejects manipulative communication techniques. Instead, we seek constructive ways of working together in the sense of mutual value creation and commitment.

My access
In my work with clients, I follow a proven, simple and straightforward process to establish with them their unique version of the “Value Selling System.”

First, the status quo is defined. Strategy. Behavior. Resources. Results.
Then the desired state is described.
Then there are recommendations as to how the path from the actual to the wish can look realistic. The must – haves and the nice – to – haves. Then we will decide together if and how we will go this way.

1. Customize
First, we will work together to adapt your sales process to the typical purchasing process of your most important customers. Your specific organizational situation, your strategic goals and priorities serve as guidelines.

2. Communicate
This project is communicated with all concerned employees. These questions are answered: why at all? Why right now? What do I get from that? What does the concrete timetable look like? What has to change, what not? What do I have to contribute? What support do I get? How is that measured?

2a. Realize
In a series of extremely interactive workshops and trainings (on – line and off – line) your employees will be in contact with customers

2b. Constantly improving
From this point on, we will be available to you as a sparring partner. We observe, measure and refine your system’s sale of value.

3. Coaching and mentoring
Experience shows: The most important contact person of each person in the sales the direct manager. That’s why these people are trained as sales coaches and mentors. This allows for flexible growth for individuals and teams.