Sales Training: Value Propositions
Published: Monday, November 28, 2011
Sales Training Article: Accelerating a Sales Cycle with Value Propositions
By Jim Naro, Business Partner, CustomerCentric Selling® - The Sales Training Company
Value propositions can dramatically accelerate sales cycles, as highly successful sales people have proven. However, most sales people aren't sure how to utilize them, and they stumble over how and when to appropriately include them in a sales cycle.
There are three (3) key misconceptions that tend to stop sales people in their tracks when it comes to value propositions. Here they are, along with a few facts that can help sales people view value propositions with renewed enthusiasm.
Here's another reality. Before making a purchasing decision, buyers want to have some assurance that their purchase will lead to success for themselves as well as their company. The quicker sales people can establish a baseline for this and build upon it through a variety of value propositions, the quicker the sales cycle will proceed. And there is a secondary benefit - value propositions also provide sales people with a built-in system to gauge the true value of the opportunity itself. For instance, a sales person may discover that his $1,000,000 software solution is being considered to solve a $10,000 problem. That deal is not going to happen and the sooner that is discovered, the better.
Stay tuned for the continuation of this article in our next blog post!Read our sales training articles.
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