Understanding your own value – the value of your products and services – and being able to connect that value to your customer's business drivers is what makes customers want to buy. Customers want the benefits, the business benefits that your product or service can create and deliver to their business.
In today's business climate customers are critically reviewing and reassessing their businesses, rethinking their options, re-allocating resources and re-prioritizing their business strategies. You can assist your customers in this process by helping them to identify and quantify value gaps or value opportunities, demonstrating how value can be created, implemented and then measured to ensure that the value realised meets or exceeds plan.
Value maximisation followed by value assurance is what your customers desperately want and need today. Show him or her how they can achieve these two goals and you will create more than a customer, you will create a business partner for life.
Price Advantage -> Product Advantage -> Competitive Advantage -> Value Advantage!!!
To learn how to create your own Value Advantage read "The Prime Solution" by Jeff Thull. You will learn how to close the value gap, increase margins and win the complex sale. Go to http://www.primeresource.com/ to download a free copy of the foreword, introduction and chapter 1.
Wednesday, January 21, 2009
Quantifying Value - The Ultimate Sales Tool
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