Value Engagement Strategies
The essence of value selling is to demonstrate significant value differentiation to your customer
The Value Engagement Strategies© are tools for a comprehensive sales approach to assess, engage, manage and leverage opportunities within Key Accounts.
Engaging Value
Level
Tasks
Interest
Tolerance for Detail
Value Message
Decision Stakes
Issues
Value Components
Involvement
Impact
Account Traction
Presence
Momentum
Opportunity
Building Relationships
Comfort
Trust
Credibility
Create a value story that will resonate with a specific customer.
Maximize your competitive position and your ability to create new business.
Maximize your competitive position and your ability to create new business.
Move from a supplier of goods and services to a trusted adviser and business partner with aligned goals and objectives.