The Value Sales Method
The Value Sales Method is for companies who want to elevate their pitch. They need to understand where their strengths lie, how to articulate a great story and how to put that into sales practice.
So many companies leave money on the table
They don’t ask the client what they really want, and when the client asks for something off-menu, they often don’t know how to respond. This results in companies losing business because all they know how to do is use a commodity-based approach to sell products and services.
The Values Sales Method approach ensures salespeople have the confidence, the drive and they’re armed with the stories to talk to clients about the outcomes and the value they need to achieve as opposed to the products they need to buy.
This is where value selling comes into play.
The Four Pillars
The Value Story
Thought Leadership Marketing
“Dan and the team helped us with this. They used simple techniques focused on the client first to hold the mirror up to us about how bad our interactions were.
“Has it worked? You bet – win rates are up. Well-prepared teams are happier and more confident… and certainly more buyable for our clients.”
– Christine Wyatt, IBM GBS General Manager
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