The Audible-Ready Sales Podcast Articulating Value Throughout the Sales Process
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Aug 6, 2024 John Boney, a facilitator with Force Management, dives into what it takes to sell based on value. He emphasizes the importance of a buyer-focused mindset and understanding the customer's Decision Criteria. Boney highlights the challenges of adapting to shifting customer priorities and the significance of engaging multiple stakeholders through multithreading. He also discusses how to navigate the political landscape within organizations to effectively communicate value propositions, ensuring sellers stay aligned with buyer needs.
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Customer-Perceived Value Matters Most
- Value must be seen as valuable by the customer, not just believed valuable by the seller.
- Genuine care and understanding of the customer's needs are essential to align solutions with buyer goals.
Validate Changing Buyer Priorities
- Continuously check in with buyers to validate their decision criteria and priorities.
- Adjust your value proposition as priorities change to remain relevant.
Multi-Thread Deals for Consensus
- Identify and engage multiple stakeholders to build a collective agreement.
- Tailor your value message to different roles to strengthen your value proposition.