“Price is what you pay. Value is what you get”.
Warren Buffett, American Entrepreneur
SDM established this process in an earlier blog and we repeat it as it is critical for smaller companies to outsell and win against larger competitors.
Value — perceived or real,personalor business — is theonly thingthatseparates one productor alternativefromanother. “Value” is your client’s perception ofthe impact a solution willhave ontheirbusinessissue. As a “trusted advisor” you carry that message and all the value benefits that come with that responsibility. It’salwaysa combination of tangibleand intangiblecomponents.It’salways subjective and unique toour client.
Aboveanyproductfeature orbenefit,valuesellstotheheartofyour prospect’s criticalbusiness problems. This includes their personal issues and goals as well!
The issues listed below are just a small sample of the challenges corporations are dealing with. Some of them transverseover several years. Some of them are dictated by the Board of Directors and carry significance importance. Either way, vendors that sell value into these issues will prevail the majority of the time as a trusted advisor and resource.
Many of the pains, below, are thetypical key initiativesthat getexecutive sponsorship,andsellingyoursolution’svaluehere,areparamount forsuccessesindoing business with thelarge or mid-size enterprise(free “gifts of Knowledge”).In fact, value is universal and works equally well when selling to the small business. They are allrelatedtotheoverallobjectives of increasingrevenue,increasingprofits,increasing marketshare,andimprovingcashflow,and loweringexpensesandcosts.
Examples oftypicalenterprise business issues include:
- CostManagement challenges
- Competitive ChallengesorLosses(MarketShare)
- QualityandProductionissues
- Delays in TimetoMarket
- New Product Lags in TimetoRevenue
Our many blogs will cover pain and probing questions to uncover them and use them as a competitive sales advantage.
What do you do next? Send us an email and we’ll arrange for you to speak with Ed to chat about how these learnings can help build more sales just for your business.