Welcome to our final installment of A Sales Leader’s Guide to Selling Value blog series which talks about communicating the customer value created. This blog series is for sales leaders and focuses on how to execute a value creation selling approach. We have already created value for the customer by understanding the customer’s business and solving the customer’s challenges. We have also already set ourselves up to win the business by differentiating the value of our advantages from the competition and by quantifying the value created. All that is left to do now is effectively communicate the value that will be created.
Welcome back to our latest installment of A Sales Leader’s Guide to Selling Value blog series. At this point we have established the importance of:
- understanding the customer’s business
- how to solve the customer’s business challenges
- differentiating the value created
to executing a value creation selling approach. It is time now for Key #4, Quantifying the Value Created.
Value Creation Selling is about creating mutually beneficial value. So far in our blog series, that is what we have done. By understanding what the customer values most and solving the customer’s business challenges, we have created potential value for their business and our business as well. However, we still have not done anything that the competition could not have also done. That is why Key #3 to a Sales Leader’s Guide to Selling Value is so crucial: Differentiating the Value Created.