Differentiating and selling on value is the only way out of the normal “3-bids-and-a-buy” situation favored by the procuring organization.
The differentiating values of the product or solution need to be made clear, but there is many more values to be used by the talented and trained salesperson to get the order.
It is also obvious, that it is only the values as perceived or needed by the buyer that is important.
To be really good at this takes talent, training, tools and practice. And quite a bit of knowledge about the customer.
At RRR Consulting we can provide tailored training, adapt the tools for your organization, and provide direct sales coaching in actual live pursuits.
Do you need a hunter or a farmer?