A consultative selling approach that
focuses on the customer’s business issues as well as the
challenges and value associated with applying your solution towards their resolution.
Value Based Selling (VBS)
is not new, Targeted Account Selling, The Complex Sales and others have been around for years. The concepts VBS is built on are not extremely difficult to grasp. Yet companies have an extremely difficult time instilling the process and often fall back into a feature function push or a “spray and pray” process.
Why the Beacon Approach Succeeds
Developing Effective Messaging that quickly and effectively communicate how your solutions provide value in a manner that differentiates you from the
Beacon approach to VBS is different in that we take a more holistic approach to the process and realize that Value Based Selling involves more than just the sales team. To execute VBS properly requires that the organization’s cultural to shift to focus more on
VALUE. Therefore, the Beacon approach involves:
Enhancing Your Sales Methodology to ensure that your team becomes
trusted advisors. Seek to first understand the prospect’s business issues and
challenges. Then work to determine the root causes of the
issue before you present how your solution resolves the issues and quantify the
Building Simple Effective Tools that support the process without adding a great deal of complexity to the process. We firmly believe that a simply tool that is utilized effectively is much more powerful than a complex tool that is improperly or rarely applied
Education and Training that includes the skills and practical knowledge required to understand and properly execute the sales process as well as reinforcing mechanisms (metrics, mentoring and coaching) that insure that the process will be employed
in the field
Deploying Skilled Resources into the field to ensure the success of the new process and to coach the teams through the process in the field.