When done right, it’s quite compelling, especially given that it aligns with the types of interactions buyers want and expect from B2B sellers today. It requires a different kind of sales message - one that often doesn’t sell so much as it demonstrates potential value and guides (rather than convinces) buyers to make the best decision for their organization.īut don’t mistake value selling for soft messaging. While this may sound obvious, it’s quite different from traditional sales approaches, which emphasized features and benefits without necessarily connecting them to the actual customer.įor senior sales employees accustomed to these traditional approaches and/or new sales reps who have been trained with traditional principles, value-based selling can be challenging to adopt. Value-based selling focuses first and foremost on how a product or service can deliver business value for the customer. Value-based selling requires thorough customer research, and innovative mindset, and high levels of customization from sales reps.Interactive training and strong sales enablement materials are essential to equip sales teams for value selling success.Nearly three-quarters of B2B buyers chose their winning vendor because they showed stronger knowledge of their specific company and its needs.Highly informed B2B buyers and a rise in remote interactions have made value selling more critical to sales success than it was in the past.Value-based selling demonstrates the unique value your offerings can deliver to each individual prospective customer.Read on to explore exactly why your company should adopt value selling now, plus 5 tips for executing it successfully. Driven largely by the pandemic, which has transformed business paradigms in every industry, a staggering 87% of high-growth companies now take a value-based approach to sales.

This requires a shift from old sales tactics, messages, and approaches focused solely on offerings and a commitment to making the customer the center of your sales process.

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