Selling value – tools
Sales propositions mindmap
As discussed in our white paper: 'How to develop value propositions' it is vital that we work out exactly how we add vale to our customers' business. This tool graphically enables us to map the customers' business drivers for any market segment and to identify how our products and services help the customer to grow their business and drive profitability. It also enables us to identify where we have competitive advantage and thus where we should focus our sales effort.
As the old adage goes: 'no one plans to fail but many fail to plan'. Sadly, this is too often the case with salespeople who might work very hard to secure meeting but no put meaningful effort into planning the call. This tool helps the salesperson to focus on the required outcomes of the tool in terms of 'customer commitment' and to consider in detail the sales propositions that will 'bite' with the customer and, crucially, the questions that need to be asked to develop the customer's needs and wants.
It's obvious when you think about it most of the customer objections or 'concerns' that you get are the ones that come up again and again. Likewise it is likely that certain team members have the best ideas for countering the objections. This simple tool is a way of identifying the most common objections and sharing best practice to assemble 'best possible answers'.
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