Talking Value with Your Customers

When talking value with your customers:

• Understand the value that your organization presents to customers: products, services, reputation, employees, and other differentiators
• Focus on your customer to gain an understanding of their value requirements
• Position your company, defining value in the customer's terms, leveraging common values where appropriate
• Discuss strategic value, people value, and solutions value
• Characterize the relationship between your company and your client by identifying common themes
• Provide proof that will back up the statements you make about your solutions, how your customer can develop a competitive advantage, and how your partnership can help the client realize their vision
• Think broadly to find shared values, competencies, and expertise that will allow you to assist your customer in meeting their goals
• Share only pertinent information about your company – focus only on aspects of your organization that will contribute to a solution for your client

Overview/Description

You know that your solution is the best option for your client, but they might not know it – yet. This Business Impact Series product explores how to win a client over by capitalizing on shared values.

Target Audience

Sales professionals interested in improving their ability to use business insights about their own company to sell more effectively to customers