Unless you are the low-price leader, value selling is essential to the success of your business.
It’s a rather straightforward proposition to sell on price only. The real challenge is to learn how to demonstrate that the extra cost of your product or service is worth it. That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives – and frankly a likable demeanor – to convince your target of the value you offer.
Value selling is PointClear’s bread and butter. I practice it every day in my role as lead salesperson for the company. (We are not the low-price leader.) I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to