Talk:Value-added selling/Archive 1

August 2013

For at least the ValueSelling brand of this

ValueSelling

1. Qualifying
2. Connecting the Dots
3. # In their Language
4. # Confirm, Confirm Again
5. # Should they Buy
6. # Can they Buy
7. # Willing to Act
8. # Reconfirm the Value
9. Asking the Right Questions
10. # Open-Probe-Confirm
11. Differentiation
12. # Differentiated ValueMatch
13. # # Solves the Problem (ValueMatch)
14. # # Due to a Differentiation (DVM)
15. # Differentiations
16. # # Capabilities
17. # # Ts & Cs
18. # # Convenience
19. # # Risk Mitigation
20. # # Price
21. Developing Value
22. # Business
23. # Personal
24. # # Money
25. # # Status
26. # # Self-Perception
27. # # Security
28. # # Other
29. Identifying Power
30. # Avoid Title Trap
31. # Overcome Fears
32. # Embrace Team
33. # Triangulate
34. # Modus Operandi (set expectation that CxO access is expected)
35. # Bargain for Access
36. # Maintain Access to Power
37. Crafting a Mutual Plan
38. # Before you Begin, know the organization and process
39. # Not a To Do List
40. # Plan Protects you (from scope creep, etc.)
41. # # Access People
42. # # Provide Demo
43. # # Use to verify pre-close to go smoothly
44. # Benefits are Great
45. # # Sales cycle control
46. # # Downside is huge if you don’t have a plan
47. # # Useful to bargain during inevitable changes to prospect’s needs from sales
48. Closing the Sale

Failures:

1. Lack of Connection to Critical Business Issue
2. Lack of Perceived Value
3. Lack of Differentiation
4. Lack of Decision Authority
5. Risk

People buy from People

1. People need a reason to change
2. Product is in the Mind of the Buyer
3. People make Emotional Buying Decisions for Logical Reasons
4. Correct Use of Power is Key
5. Can’t Sell to Someone who Can’t Buy