With the rise of new computing platforms, such as the internet and the cloud, combined with a proliferation of new devices and form factors, distributed computing has become so ubiquitous…
The Key to a Successful Value Driven Buying Journey and the Role of Content in Driving Sales
Sales people are constantly trying to get into their buyers’ mind to serve them effectively. However, in some cases, we have misperceptions on how buyers think and behave. What makes it even more challenging is the amount of information available to buyers because it creates higher expectations from any interaction they have with sales people.
Buyers expect higher value in the form of efficient discussion that specifically addresses their needs and will help them move forward in the decision process.
The most successful salespeople deliver value to their customers throughout the entire buying process, not just at the end.
That is the essence of a value driven buying journey, teaching buyers something new and driving them to make the best decision.
Value driven selling alone shows your buyer the value they will generate from your service or product, which is important, but doesn’t cover the continued value that salespeople must deliver throughout the discussion.
Below I will outline five specific examples where sellers may have trouble landing their buyers, and recommend alternative approaches.