logo-hypcccycl
Log in
  • Home
  • Upcoming Game
  • Recordings
  • Exclusive Content
    • Whitepaper 1
    • Whitepaper 2
    • JMM™ Codexes
    • GTM Slack
  • About

Value Based Conversations: What is Value-Based Selling?


Explore All Blog Posts Share

March 10th, 2022

Value Based Conversations: What is Value-Based Selling?

Value based conversations should ultimately be a part of every sales strategy. The aim of any sales professional is to convert leads into customers, and often the best way to do this is by highlighting the value your specific solution has to offer.

Through “value conversations”, selling experts can use their knowledge of their lead, an understanding of their solution, and various techniques to improve their chances of a successful sale.

What are Valued Based Conversations?

Value based conversations are an aspect of “value based selling”. Essentially, this is a kind of sales approach focused on addressing the benefits of the solution to the customer throughout the sales process. Sales reps take a consultative approach in most cases, collecting information about the client, and making suggestions according to the value certain solutions can provide.

The goal of value conversations is to always put the needs of the customer first. In value based selling, salespeople demonstrate a deep knowledge of the client’s needs, pain points, and expectations, before providing them with guidance to help them make an “informed decision” about what to purchase, based on their needs.

Many prospects are frequently bombarded with messages pressuring them to make a purchase, but value-based sales attempts to demonstrate how much you care about your customer.

Tips for Value Based Sales

Value based conversations, and value based selling, can be an excellent way for companies to set themselves apart from the competition, by putting the needs of prospects first. While there’s no one-size-fits-all approach to successful value-based selling, some common principles include:

1. Do your Research

The primary goal of value-based selling is to close the sale by putting the needs of the prospect first. However, you can only do this if you know what your customer needs to begin with. Doing your homework prior to the sales call is essential, as it will help you to collect information which shows your client how well you understand them.

2. Take your Time

As tempting as it may be to jump into the sales pitch straight away, you’ll need to avoid trying to sell anything too early. In value-based selling, it’s important to build a sense of rapport with your customer. Give them time to explain their current situation and use what you learn to gain their trust. After that, you can use all the information you have available to explain how you can best provide value to your lead.

3. Communicate how you can provide value

Once you’ve learned as much as you can about your customer, you can start to explain how your product or service deliver genuine value. Try to adjust the sales pitch based on what you know about the lead’s current goals or pain points. If your prospect is struggling with productivity, what can your service do to make them more efficient? What kind of evidence can you provide to demonstrate how effective your solution is?

4. Focus on teaching

One of the best ways to embrace the benefits of the value based sales approach, is to switch a focus on selling to a focus on teaching. When you take an education-first approach, you position yourself as a resource for valuable information, which also helps to establish you as a possible solution to your leads’ problem.

For instance, if you’re working in software sales, rather than simply offering a sales pitch to your customer, ask them what their challenges are, and discuss some ways you’ve seen other customers solve those problems.

5. Provide guidance

When taking a value-based approach to sales, your role as a sales professional should be the “informed consultant” helping your prospect make the most confident purchasing decision possible. Share fresh strategies and ideas which help your prospect to feel they’re making the decision themselves to buy your solution.

When providing guidance, make sure you use examples and data to back yourself up. Discussing real-life scenarios can make you seem more credible to your target audience.

6. Maintain a personable approach

Value-based conversations are more likely natural discussions between friends than traditional sales pitches. Taking on a personable approach and demonstrating a genuine interest in your customer will make you seem more authentic and trustworthy.

Ask open-ended questions to get to know your lead and learn how to master the art of small talk when you’re engaging in discussions. Don’t speak as if you’re talking to just another number on a list of people you need to call.

7. Make every interaction valuable

Finally, a value based conversation isn’t just a one-and-done event. If you’re going to be embracing the power of value-based sales, then you need to be looking for ways to add value to every conversation you have with your lead. This strategy ensures you can gradually build your credibility with customers, and develop an effective relationship over time.

Previous posts

January 22nd, 2023
5 Sales Success Tips to Improve Your Business Results

Over the years, countless professionals have shared their own “sales success tips”, designed to boost revenue, increase conversions, and generate stronger customer relationships.

Read Now
January 21st, 2023
Finding Motivation to Sell: How to Boost Sales Motivation

Figuring out how to create and preserve sales motivation can be tricky. Even the most committed and experienced sales professionals experience a dip in drive from time to time.

Read Now
January 20th, 2023
How to Respond when a Client Asks You to “Do It Cheaper”

Knowing what to say when a client asks you to “do it cheaper” is becoming increasingly important in today’s competitive business landscape.

Read Now
Explore All Blog Posts
logo-footer-new

VandaliZing B2B since 2020

  • Terms of use
  • Cookie Policy
  • Privacy Policy
  • Blog

    Give us your email to access the full portfolio

    Cancel

    Thanks for your interest in becoming a client

    You now have 24 hours to access your safety deposit box.

    Done

      Give us your email to access the full portfolio

      Thanks for your interest in becoming a client

      You now have 24 hours to access your safety deposit box.

      Done

        Drop us your name and email

        Cancel

        You passed the first test

        You have obviously decided to disrupt yourself or your brand. The lamp you’re about to rub contains all the world’s secrets. Not really but you are about to see some savage agency work that we are pretty proud of. We’ll be in touch.

        Got it

          Attend

          Have you ever watched a fish ride a bicycle? We are hoping it's a bit more like Bo Jackson or Michael Jordan. Don't miss out on all the actions as GTM Leaders cross train cross function.

          Cancel

          Warm up your popcorn

          Prepare for disruption.

          Suspend disbelief

            Achtung! ☢️

            To attend GTM Games, please authorize yourself.

            LINKEDIN ACCOUNT
            By authorizing yourself on this website, you agree to HYPCCCYCL’s Terms & Conditions.
            For questions, please contact hello@hypcccycl.com.

            Thanks for your interest in becoming a client

            You now have 24 hours to access your safety deposit box.

            Done

              Achtung! ☢️

              To relive the GTM Games, please authorize yourself.

              LINKEDIN ACCOUNT
              By authorizing yourself on this website, you agree to HYPCCCYCL’s Terms & Conditions.
              For questions, please contact hello@hypcccycl.com.

              Thanks for your interest in becoming a client

              You now have 24 hours to access your safety deposit box.

              Done

                Achtung! ☢️

                To unlock exclusive GTM content, please authorize yourself.

                LINKEDIN ACCOUNT
                By authorizing yourself on this website, you agree to HYPCCCYCL’s Terms & Conditions.
                For questions, please contact hello@hypcccycl.com.

                Thanks for your interest in becoming a client

                You now have 24 hours to access your safety deposit box.

                Done

                  Drop us your deetz

                  Cancel

                  Thank’s for your application

                  Students will be assessed on a first-come, first-served basis. Spaces are limited to maintain optimal cohort size.

                  Got it

                    Drop us your name and email

                    Cancel

                    Thank you

                    Your request has been submitted and you will receive an email shortly

                    Got it

                      Drop us your name and email

                      Cancel

                      Thank you

                      Your request has been submitted and you will receive an email shortly

                      Got it

                        Become a sponsor

                        GTM Games is the most disruptive B2B event series ever conceived

                        We’re constantly scouring the globe for top SaaS players within our GTM ICP that share our vision for unifying Sales & Marketing. 9 days of exposure, over 1,000 enriched audience leads, and tens of thousands of eyeballs makes this one of the highest value sponsorships in all of B2B. Drop us a line.

                        close
                        Request sent

                        We are so excited to talk shop with you about partnerships! Stay tuned; we will be in touch shortly.

                        close
                        X