Value Killer or Creator: Which are you?
Think of your checking account. You make deposits to build up its value so that when you need it, you can make withdrawals. The goal of any bank account is to have enough in reserve to cover all of your costs. In this webinar, we extend the same metaphor called "The Value Vault" to quantify and calculate the value in ways that are meaningful to your prospect.
The Value a salesperson creates is like a deposit that builds the total value in the Value Vault. Value Killers are identified as the cost of your solution, the perceived risk of doing business, or a poor reputation. Value Killers are like withdrawals that decrease the balance in the Value Vault. To win a significant opportunity, the value in the Value Vault, at the very least, has to be positive.
Conceptually, salespeople know this to be true, right? If that is the case, then why are salespeople surprised when they lose a significant sale, or even when customers push back on price? Shouldn't the salesperson be able to predict when they haven't created enough value to win? Shouldn't a salesperson know how to develop strategies or take actions to shift the balance of the Value Vault their favor?
This webinar will look at the Value Vault as a tool salespeople can use to measure and increase value as he/she moves with a prospect through the buying journey. In this webinar, you will learn how to:
1. Kill or Create Value for your prospects
2. Determine how to quantify and calculate the value in ways that are meaningful to the prospect
3. Use the Value Vault as a predictor of success
4. Develop strategies and approaches for altering the Value Vault in your favor
Kevin Jones, principal partner at Ignite Selling, Inc. and co-author of Premeditated Selling: Tools for Developing the Right Strategy for Every Opportunity.
March 28, 2018, 2:00 PM Eastern Time (the US and Canada)