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.