Today's average business-to-business salesperson is still far more comfortable talking about their products than discussing business issues. However, the average business-to-business buyer regards a salesperson's relevant business knowledge as far more valuable than their ability to regurgitate product features, functions, and benefits. Being customer-centric is inherently tricky. Most companies and their salespeople, understandably, must remind customers of the things they do well to stand out in the marketplace. They talk about their products, offerings, and what makes them unique. Meanwhile, the customer has different concerns, and there's a vast disconnect between the salesperson's content and the customer's context.

Commodity pricing wrongly equates "value" with "price." Today, for any small business marketing their products or services, there's no future selling something perceived by customers as a commodity. To prevent customers from commoditizing your offerings, it's essential that you reveal the value that your product or service offers. A value-based selling approach puts the customer's needs first, guiding them through the sales process to make an informed decision that best suits their needs. 

We designed The Quantifying the Value program to give salespeople a different perspective on the sales process. This client-centric perspective focuses on benefitting the customer throughout the sales process. This approach takes a consultative approach to provide value to the customer to decide on the potential value the product or service can provide. This program teaches salespeople how to connect better what their companies do best and what matters to their customers.

 Please feel free to contact our team for more information on the Quantifying the Value Program.