Customers don’t buy on price. But they will default to price in the absence of value.
Demonstrating compelling evidence that you can deliver value is essential to closing the sale, but it’s a step that too many salespeople aren’t delivering on. Research from Revenue Grid found that 84% of salespeople will miss their performance targets for the year. Compare that to the 57% of salespeople that were not on track to hit their target prior to 2020, and it’s abundantly clear that selling value is an opportunity to differentiate and drive sales growth in any economic environment.
Now is the time to review and refine your value proposition and closely align with customers’ most urgent priorities and objectives well into the future. We have the checklist to guide your update.
By following this checklist, you will walk away better prepared to attack the marketplace and:
- Demonstrate evidence that drives demand and elevates customer sense of urgency.
- Shorten the sales cycle.
- Clearly differentiate from the competitive set and protect your margins.