Talk:Value-added selling/Archive 1

August 2013
For at least the ValueSelling brand of this

ValueSelling
 * 1) Qualifying
 * 2) Connecting the Dots
 * 3) # In their Language
 * 4) # Confirm, Confirm Again
 * 5) # Should they Buy
 * 6) # Can they Buy
 * 7) # Willing to Act
 * 8) # Reconfirm the Value
 * 9) Asking the Right Questions
 * 10) # Open-Probe-Confirm
 * 11) Differentiation
 * 12) # Differentiated ValueMatch
 * 13) # # Solves the Problem (ValueMatch)
 * 14) # # Due to a Differentiation (DVM)
 * 15) # Differentiations
 * 16) # # Capabilities
 * 17) # # Ts & Cs
 * 18) # # Convenience
 * 19) # # Risk Mitigation
 * 20) # # Price
 * 21) Developing Value
 * 22) # Business
 * 23) # Personal
 * 24) # # Money
 * 25) # # Status
 * 26) # # Self-Perception
 * 27) # # Security
 * 28) # # Other
 * 29) Identifying Power
 * 30) # Avoid Title Trap
 * 31) # Overcome Fears
 * 32) # Embrace Team
 * 33) # Triangulate
 * 34) # Modus Operandi (set expectation that CxO access is expected)
 * 35) # Bargain for Access
 * 36) # Maintain Access to Power
 * 37) Crafting a Mutual Plan
 * 38) # Before you Begin, know the organization and process
 * 39) # Not a To Do List
 * 40) # Plan Protects you (from scope creep, etc.)
 * 41) # # Access People
 * 42) # # Provide Demo
 * 43) # # Use to verify pre-close to go smoothly
 * 44) # Benefits are Great
 * 45) # # Sales cycle control
 * 46) # # Downside is huge if you don’t have a plan
 * 47) # # Useful to bargain during inevitable changes to prospect’s needs from sales
 * 48) Closing the Sale

Failures:
 * 1) Lack of Connection to Critical Business Issue
 * 2) Lack of Perceived Value
 * 3) Lack of Differentiation
 * 4) Lack of Decision Authority
 * 5) Risk

People buy from People
 * 1) People need a reason to change
 * 2) Product is in the Mind of the Buyer
 * 3) People make Emotional Buying Decisions for Logical Reasons
 * 4) Correct Use of Power is Key
 * 5) Can’t Sell to Someone who Can’t Buy