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Is your B2B Sales team Building the value proposition ? 

(Source: Flickr)

Sales people that apply solutions selling starts researching prospects challenges that prevent them from reaching their goals.

Solution selling is a whole process of thinking on the behalf of prospects, asking and discovering their urgent needs.

Creating a relevant and credible value proposition will be meaningful only if it is consistently used towards prospects’ wish list.

It is crucial to apply the value proposition in every conversation that sales leaders have with prospects to close deals easily. The steps below should help with this process:

1- Find out why prospects buy from your company in the first place? What value do they seek?

2- Ask enough questions to identify their challenges and find out how important it is for them to find a solution.

3- Act like a consultant and put yourself in their shoes. Think what you should do to gain their trust

4- Make sure you have a conversation with all your prospective buyers and address their compelling reasons to buy.

5- Create the value proposition, making sure you quantify their loss or gain if they buy your product.

B2B team leaders need to master their value proposition.

Nowadays, building credibility will get you through the client’s door. However, team leaders can only build their credibility if prospects get to know them.

B2B teams need to build their network and get in touch with their base on regular basis. One way of doing that is feeding prospects with information and taking care of their business in the same way they work on of achieving their target.

Remember that prospects can access any solution/product online. Being agile and alert is the only way to keep learning prospects’ needs and market challenges.

How do you think sales organisation could support Sales leaders to make sure they are on top of their game and successfully competing in such a though environment?

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Is your B2B sales team building the Value Proposition?