Value Selling
Definition
Value Selling: Value selling is an approach that focuses on quantifying and communicating the business value a solution delivers rather than competing on features or price. Salespeople work with prospects to calculate ROI, cost savings, or revenue gains, building financial justification for the purchase. It's particularly effective for larger deals requiring executive approval.
Example Usage
“Our value selling approach builds custom ROI calculators showing prospects they'll save $150K annually, justifying our $30K price.”
Common Misconceptions
Related Terms
Solution Selling
Solution selling is a sales methodology that focuses on selling solutions to customer problems rather than product features. Salespeople identify pain...
Consultative Selling
Consultative selling is a sales methodology where the salesperson acts as a trusted advisor, focusing on understanding the prospect's problems and nee...
Sales Enablement
Sales enablement is the process of providing sales teams with the resources, training, content, and tools they need to effectively engage buyers and c...
Average Contract Value
Average Contract Value (ACV) is the average annual revenue per contract, typically used for B2B subscription businesses. It's calculated by dividing t...
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