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Value Based Selling

Why we developed this service.

Our clients are good at what they do – delivering a product or service to their clients or customers. However, most business owners have never received any formal sales training. In a world of rapid change, tighter margins and greater competition due to digital marketing, it’s essential that business owners dedicate time and energy to obtaining their share of the market.

Our Value Based Selling service provides valuable sales learnings and advice to help you streamline your sales process, boost the performance of your sales team and significantly improve your results.

Who would benefit from this service?

  • As a business owner do you find it difficult to make sales?
  • Would you like to spend less time creating proposals?
  • Would you like to increase the number of proposals / quotes that you have accepted?
  • Would you like a better system for making sales?
  • Do you wish to potentially delegate this aspect?

What is involved?

You’ll attend an initial meeting with us, starting with a Successful Selling PowerPoint presented as an overview. We’ll then review your current sales process and set some sales actions to achieve before the next coaching session. During the ongoing coaching phase you’ll gain understanding of:

  • The difference between cost and value and how to articulate value to prospective customers.
  • Powerful sales techniques that will significantly increase your conversion rate.
  • The 9 step proposal writing process and how you can reflect this in your own quotes or proposals.
  • Terms of Trade and successfully dealing with changes in the scope of work agreed.
  • Next steps required to implement Value Based Selling into your business.

We’ll meet with you on a monthly basis to support and coach you using our specialist resources and templates, until you’re comfortable articulating and selling your value and are achieving improved results. We’ll then leave you with our Guide to Value Based Selling to reinforce your learnings as you continue.

When should I begin Value Based Selling?

Any time is a great time to significantly increase your sales conversion rate.

Benefits of Value Based Selling

  • Increase your sales without necessarily working any harder

  • Eliminate surprises for you and your clients by providing cost certainty

  • Eliminate negative fee conversations after you’ve completed work

  • Increased margin on the products / services you sell

  • Achieve a profit return that is proportionate to the value you are adding to your clients

  • Implement a sales process that you can teach your entire team to use

  • Gain clarity, efficiency and increased team satisfaction with a system and process to follow

  • Free up time for you to concentrate on other revenue generating activities

  • Implement a proven, best practice system that ensures consistency

  • Gain the ability to handle changes in scope without stress

  • Increased confidence in your marketing and sales processes

  • Increased efficiency, leverage and productivity in your business model

  • Develop clear service options and payment terms to suit your clients

  • Create a more effective marketing and sales model for your business

  • Gain a more sustainable, scalable and ultimately saleable business

  • We will act as a ‘sounding board’ for you to discuss your ideas