Revenue Rebels: On the Record Sales Podcast
Value selling and the 7 mistakes to avoid - with Mike Wilkinson
Jul 16, 2021
Mike Wilkinson, a value selling expert and author, shares his insights on navigating the complex world of sales. He defines 'value' as a mystery, emphasizing the importance of understanding customer perspectives. The conversation covers the seven common mistakes in value selling and how to shift discussions from price to true value. Mike also outlines a four-step value selling process that enhances customer engagement and ensures sales success. Listeners will discover strategies to refine their sales approaches in a modern, transparent marketplace.
45:53
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Quick takeaways
- Understanding that value is customer-specific and actively seeking to define it through dialogue is crucial for successful value selling.
- Avoiding common mistakes, such as defaulting to discounts and neglecting unique value propositions, can enhance overall sales effectiveness.
Deep dives
The Craziest Sales Experience
A memorable story about the extremes some sales teams go to in order to succeed highlights the competitive nature of sales. A sales team at a drinks company went to great lengths to win a promotion that offered a lavish weekend in Paris as a reward. The team cleared their garages of stock and offered significant giveaways to boost sales numbers, resulting in an expensive but successful outcome. This experience illustrates the risks involved in prioritizing immediate success over sustainable, strategic decision-making in sales promotions.
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