Looking for Ways to Sell Value? Start with These 29 Questions
Sales professionals frequently talk about “selling value,” but few know how to focus the conversation on issues that impact value for the buyer. That’s unfortunate because the best way to offset pricing pressure is by identifying, quantifying, and presenting value.
Selling value begins with a deep understanding of your customer’s business and how your solution positively impacts it. This can be hard work, but it’s worth it. The creativity and effort you put into analyzing your customer’s business prepare you for the next step: quantifying the tangible and intangible benefits your solution will bring.
As a first step, consider these 29 questions to help you identify value-selling opportunities with your customer.
How does this solution help…
- Attract new customers?
- Increase revenue per customer?
- Raise average sales price?
- Lower the cost of acquiring new customers?
- Improve customer retention or renewal rates?
- Increase market share?
- Raise customer satisfaction?
- Improve quality or image?
- Lower customer service expense?
- Improve the customer experience?
- Improve margins?
- Increase ROI?
- Reduce total cost of ownership?
- Lower expense?
- Reduce security threats?
- Save labor?
- Improve productivity?
- Streamline processes?
- Accelerate ramp-up time?
- Reduce time to market?
- Improve accuracy?
- Reduce integration issues?
- Improve reporting and compliance?
- Increase production times?
- Reduce errors?
- Improve uptime and reduce downtime?
- Reduce customer returns?
- Lower shipping costs?
- Reduce deployment time?
Note that as the customer considers these questions, they will better understand how each area of their business can benefit, which increases the overall value of your solution – that’s truly selling value.
About David Jacoby
As a Managing Director at Sales Readiness Group, David helps large B2B sales organizations improve sales performance. Previously, David was a Principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management, and interim management services to emerging growth companies. In the past, David has served as Vice President of Business Affairs of Xylo, Inc., where he was responsible for the Company's business development, sales operations, legal affairs, and financing activities.