HomeMarketing & SalesTraditional Selling Vs. Value-based Selling. What are the key differences…?

Traditional Selling Vs. Value-based Selling. What are the key differences…?

  • February 28, 2023
  • Posted by: Gopal Krishna
  • Categories:
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Traditional Selling :

1. Discover a problem customer is facing

2. Provide a suitable solution

3. Deal done.

Until few years ago, this has been the model. However, B2B Buying process changing and Covid-19 accelerated this change.

So, how can Vendors excel in this environment?

“Value Based Selling” is the answer. In this model, vendor is expected to understand;

A. Customer’s business environment?
B. Products & services customer offers to the market?
C. How do they earn revenue, who are their customers?
D. Who’s customer’s competition?
E. What are customer’s growth drivers?

With Value based Selling, a vendor is in a much better position to;

I. Identify new problems/challenges, not recognized by your customer

2. Provide a solution, not anticipated by your customer

3. Discover new opportunities, not seen by your customer

By adopting this model consistently, a vendor will gain customer’s trust, confidence and will be seen as a partner for long term relationship.

I welcome you to share your thoughts…

#B2B #ABM #Sales #Strategy #CX

 



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