Value Selling 1
According to a 2019 Forrester Consulting survey, only this % of buyers report that their sales people are value focused
What is 10%?
During Value Identification, you are trying to arm yourself to answer this customer question.
Why should they talk to you?
Even if your preferred selling style is Transactional or Specification driven, Value Selling is important because of this.
What is Contract Renewal or Competitive Pressure?
When making an issues list, you want to capture this right away, so that the customer doesn't try to change it later.
What is the baseline business impact?
Relative value means that it is always compared to this.
What are alternatives?
A customer who has high awareness of their own needs and low intimacy with Henkel requires this selling style.
What is Transactional?
The best way to ruin a story is to do one or both of these.
What is: talk about things they don't care about OR give away the ending too soon?
According to value selling, just because something is difficult to quantify does not make it this.
What is Insignificant?
The last step in making an issues list is this.
What is Prioritization?
Net value means that it takes into consideration, this.
What is their cost to change?
A customer who allows a high level of intimacy with Henkel, but needs significant help with their needs requires this selling style.
What is Consultative?
These are the 4 Business Imperatives.
What are: Revenue, Operating Margin, Capital Efficiency, and Initiatiaves?
Customer often don't know or don't fully share this, unless you really ask about them.
What are their issues?
The issues list allows you link each issue to one of these two things.
What are the 8 Wastes of Lean OR the 4 Business Imperatiaves?
When telling your value story to a senior customer stakeholder you should link your value to these.
What are the 4 Business Imperatiaves?
The best way to capture a customer's attention and have a memorable sales pitch is to do this.
What is "tell a story"?
Eliminating or Decreasing Waste in the customer's process can impact these Business Initiatives.
What is ALL of them?
All human beings make buying decision based on this first, before justifying with value.
What is emotion or personal reasons?
If an issue on your list may be present, but the customer is not aware of the full impact of it, then it is of this type.
What is Latent?
Value stories should be re-worded and presented toward this.
What is the customer's point of view?
The 5 key components of a Customer Specific Value Proposition include these.
What are: Relative, Net, Multi-year, Business Impact, Customer's Perspective?
Procurement professional will often do this when you try to employ Value Selling.
What is DOWNPLAY it?
Our customers are really not interested in hearing about this.
What is Henkel?
Value really only exists in this location.
What is the customer's mind?
Business Impact is defined as how much your solution help the customer achieve these.
What are their objectives?