It's all about value

For several years we try to convince customers to stop selling on benefits and to start selling on value.

In solutions sales you demonstrate benefits to conclude sales and defend margins.

In value sales you quantify added value and demonstrate the impact your product will have on the top- or bottom line of your customer.

We have developed a series of training sessions, account management concepts and software to speed-up this process.

Recently Mark van der Gucht - our value selling guru - came up with a screening model that classifies customer relationships based on the importance of value.

This allows to classify customers from vendor sales (price is the only issue that drives the business), to solution sales (solution features drive the business) to value sales (demonstrated and quantified added value drives the business)

For each of those typologies we now have created optimization programs that can be tied-in with resource allocation and commercial strategy.

We will organize a series of sessions on this new approach to value based selling in the following weeks in our CPI Academy-program.

If you would like to participate to one of these sessions click here to secure a seat.