Most successful sellers identify buyers business issues and the impact they have within an organization. They attempt to differentiate their solution from competitors during sales conversations that they have with buyers. All these activities are aimed at success in selling. Positioning value throughout the process of selling is equally important for a successful sale. Demonstrating and delivering value is the ability of sellers to create and establish tangible value in the mind of the buyers that provides them with compelling reasons to take action.

Value is defined as total benefits minus investment. The value is quantifiable. Sellers should quantify value to deliver rather than leaving it to buyers to try and figure it out.



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Dario Priolo
Author:
Dario Priolo, Chief Marketing Officer

Dario is SPI's Chief Marketing Officer and Demand Generation practice leader. He has over 15 years experience running marketing and demand generation functions in global sales and human capital consulting firms, and consulting with professional services and technology clients on these matters.

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