Value Based Selling
The customer projects behind our major sales opportunities need a strong business case to secure funding. The perceived balance of pain, risk and reward are the value based selling indicators any sales coach should drive focus on.  

If the balance is right and logic prevails the project should gain funding. If not chances are greatly reduced and salespeople may find themselves after another wild goose over a very long and unrewarding chase! Sound familiar?

Sales Strategy Development
CEOs used to be able to agree major contracts on the golf course with nothing more than their ego’s to justify the decision. Like it or not, those days are gone and effective sales strategy development is again key to sales success.

This means we need to dig wide and deep to uncover and leverage the key motivators and inhibitors behind any major buying decision. A good sales coach ensures a relentless focus on such key elements of value based selling.

Pain  (business & personal)
This is often fragmented in nature and organisations may have learnt to live with it, failing to realise the total business cost. A key part of sales strategy development should be combining the sum of perceived pain.

Risk  (business & personal)
Risk of change is often exaggerated and clouded by uncertainty and doubt, leading to deferral of action. Value based selling can be used to minimise the perceived sum of the risk of change and to enable the business case.

Reward  (business & personal)
This is the icing on the cake and our sales strategy development should look to maximise the pain, minimise the risk and maximise the rewards if we are to be able to position ourselves for sales growth.

Sideline Your Competition
Your potential customers are too canny to be impressed by any generic sales pitch highlighting features and benefits. By investing in a sales coach you can take the first step towards truly differentiating your approach. A Perform sales coach helps you sideline the competition by combining value based selling techniques with a consultative sales approach.

© Perform 2005-10 rev 6.0  06.01.10