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Value Sales: Sell More Better Quality Deals and Be Appreciated...

The essence of Value Sales is that it represents an impartial internal analysis of your Customer carried out by a benchmark “Snapshot” which factually outlines your customer’s strengths and weaknesses enabling your customer to appreciate the need for your product or service.

Further, having understood this, you are able to target and raise your product/service offering to a strategic level, which is measurable over time as well as providing your Customer with a warm feeling that you truly understand her business and needs. You can accurately and objectively match your product or service benefits with your customers’ needs and requirements on an overall business level. Without Value Sales this is very often a subjective activity, with projections and estimates very hard to prove after the sales event.

Value Sales saves much wasted time money and effort for all parties directly affecting bottom lines of both businesses.

Value Sales will help to differentiate your company, its products and services and provide you with a Unique Selling Proposition (USP). By measuring the impact points of your product or service Before, After, and Ongoing in conjunction with your customer your product or service can be recognised and valued by all your customers.

Identify and exploit the value elements of your product or service, through integration with Value Business and Six Sigma. Understand and communicate how this in turn can help your customer or prospective customer in terms of overall impact and benefit.

Help your prospective customer understand the need for your product and service, and you in turn will understand quickly and easily how your product or service can affect specific and overall performance of your customer. This can be clearly matched by your customers’ needs and requirements and subsequently measured and confirmed over time.

Several advantages are gained through this approach, since your customer is clear of an actual need, not just by your interpretation but also by an impartial statement of their actual market position, thus confirming a need. Your product or service can be qualified and quantified in this context and measured over time. This makes justification and decision making easier for your customer, since as your product or service is used it can be measured regularly over time.

Demonstrate to your customer that your product or service adds predetermined value; give them the power to objectively measure you. When you do deliver against promise there is no ambiguity, pointless discussions around a lack of understanding or miss information, and credit is given where credit is due. Again saving time effort and money.

Objective Customer Feedback is obtained from your customer as part of the Six Sigma program and really can objectively help you to improve your products or services, which is a very effective form of market research, since developments are designed to have a quantifiable value added impact to your customers.

Deliver excellence to your customer, you will retain loyalty, you will be less vulnerable to competition, your customer appreciates you, and lastly you can use this to obtain more better customers. Having visibility of your customers true needs and requirements matched to what you can actually deliver will bring value to you and your customers.

The full Value Sales product incorporates the following:

• Report template incorporating:
• Benchmark “Snapshot”
• Case Builder
• Proposal
• MIG Account Planner
• MIG Analyzer methodology and toolkit for Case Builder
• MIG Toolkit for Integration into your existing sales system
• MIG TRAINING (Value Sales Field Training)
• MIG Support