By Tibor Shanto
There is no doubt that VALUE is central to sales success. Buyers are looking to maximize value, vendors are focused on delivering value, value, value. Yet, most sellers do not have a clear and – actionable definition for value. This has held back the quality of conversation and may explain why some sales take as long as they do. Unlike roses, it’s not just value, by any other name.
A couple of years ago, HRB featured a piece by several folks from Bain & Company, taking a more detailed look at value. In “The B2B Elements of Value” they present a hierarchy of value. There is a lot in the piece, and it is worth reading. But here I use that graphic to highlight how to better leverage VALUE while prospecting and selling.
Have a look:
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