Business Value Selling.. basically the building and leveraging of the best financial business case to avoid price discounting to close business.
The foundation of Business Value Selling is to have a conversation with your prospect about the financial impact of solving their issue (s), notice I didn’t say with your offering.
When you can articulate a financial value to your solution that they agree is reasonable, and it exceeds your list price, why would you discount?
This is one of the superpowers of BVS, it does work!
Faster, quicker, more accurate, are interesting terms but they don’t drive financial decisions, as account executives we need to get to numerical estimates, without stifling the conversation.
Do you need to:
Improve your sales close rate without discounting, grow your deal size or perform better in C Suite presentations?
Then, the below webinar is meant for you. Take a look. It is 20 minutes long in total but the first 5 minutes give you the big idea.
https://www.thefrantzgroup.com/customer-value-business-case-selling/
Want to talk?
Reach out to me at jefrantz@thefrantzgroup.com or utilize our contact us form on our website. www.thefrantzgroup.com
We will meet with you for 30 minutes without contract or cost.
Frantz Group is a 30-year-old fractional chief revenue officer consultancy boutique firm.
Best Regards,
John