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Australia - Selling to Value Webinar 9th July 2020
In today’s altered economic environment, needs-based selling, while necessary, is not sufficient to differentiate yourself in a crowded marketplace.
Succeeding in this uncertain environment requires your salespeople to be able to uncover what buying executives truly value. It starts with equipping your salespeople with the strategic approaches and tools they need to identify customers’ value criteria and create solutions that advance their business in the short, medium, and long term.
Understand how to uncover customers hidden needs to improve the value creation process.
In this webinar, you will:
- Learn what your salespeople need to understand about the customer’s value chain
- Explore the mindset required for selling to value during uncertain times
- Recognize the importance of differentiating yourself by selling to value
- Learn a model for understanding your customer’s value creation process
- Understand an approach for discovering hidden needs
Get ideas to understand how your salespeople could sell based on how customers define value as relevant to these changed circumstances.