Posts in Value Selling

Do you know what your customers do first when they want to buy something? They look it up on the Internet. However, the information available there is usually not tailored to their situation, and often the features and functions of the offers are more in focus than the benefits for them, the customers. Then your sales rep goes in for the call, often with a brochure very similar to the information your customer has already found. Long, detailed, with all sorts of evidence that your product is the best, but missing the most important part: All the benefits that your solution can give to this particular customer. In this article, you will find a simple solution and practical examples of how to improve your capacity to focus on the value for the customer.