Switch It Up: Focus On Value Rather Than Price
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Transcript of Switch It Up: Focus On Value Rather Than Price
COMPLIMENTARY WEBINARThis document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden.
November 17, 2016 | Julie Thomas
Switch It Up: Focus on Value Rather Than Price
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Switch It Up:Focus on Value Rather Than Price
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How many squares?
Prospects are better educated
Salesperson involved later in the sales cycle
More people in prospect organizations involved in the buying process and want to influence price
The Price discussion has become more difficult in recent years because….
Crowded, noisy marketplace
67% of the buyer’s journey is now done digitally.*Source: Sirius Decisions
© 2016 ValueSelling Associates, Inc. All rights reserved.
The Value Buying Process
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PLAN
POWERVALUE
SOLUTIONPROBLEM
BUSINESS ISSUEDifferentiated VisionMatch™
CONFIRM
The flow of a business-centric sales conversation…
© 2016 ValueSelling Associates, Inc. All rights reserved.
© 2016 ValueSelling Associates, Inc. All rights reserved.
Value and price are not the same thing…
Without the value conversation, the only thing to talk about, when it comes to price, is how much it costs.
© 2016 ValueSelling Associates, Inc. All rights reserved.
What defines a successful negotiation?A win-win outcome
Reached in an efficient manner
Preserves the relationship
© 2015 ValueSelling Associates, Inc. All Rights Reserved. © 2016 ValueSelling Associates, Inc. All rights reserved.
© 2016 ValueSelling Associates, Inc. All rights reserved.
Deliverables
Terms and Conditions
PRICE
And the fourth dimension… VALUE
Dimensions of negotiation
Strategy #1: Trade-offsTrade off item in one category with item in second category.
Objective: Meet both party’s needs
How it might sound:
“If you want this product shipped to multiple locations, are you willing to accept different payment terms?”
© 2016 ValueSelling Associates, Inc. All Rights Reserved.
Strategy #2: EmbellishmentsEnhance items in categories other than the one where there is a difference
© 2016 ValueSelling Associates, Inc. All Rights Reserved.
You may have deliverables that have little cost but large value…could you include them?
Strategy #3: CompromiseFinding middle ground in the same category
“If we can split the difference, can we move forward?”
“If…then?”
© 2016 ValueSelling Associates, Inc. All Rights Reserved.
Poll
Which of these negotiation tactics have you used most effectively in the past…OR would you consider using in the future?
© 2016 ValueSelling Associates, Inc. All rights reserved.
Tradeoffs, Embellishments and CompromisesDefine your possible strategy for each negotiation category
CategoryProspect’s
Ideal OutcomeYour
Ideal Outcome Strategy
Terms & Conditions 45 days On receipt Tradeoff for
deliverables
Deliverables 30 licenses 35 licensesTradeoff for payments terms
Price $1,000 $1,500 Compromise
Negotiation Prompter®
© 2016 ValueSelling Associates, Inc. All Rights Reserved.
Points to remember
Know when to
walk away
Maintain your
composure
Clarifywith lots ofquestions
Focus on issue,
not style
Don’t react,respond
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Be sure that price is the real issue…
© 2016 ValueSelling Associates, Inc. All Rights Reserved.
Be prepared.
© 2016 ValueSelling Associates, Inc. All Rights Reserved.
Call to action for your next opportunityStep 1: Think about the Value that you bring and create questions to uncover it
Step 2: Wait... for as long as possible before engaging in the price conversation
Step 3: Use the Negotiation Prompter® to create specific strategies to prepare for and address your next interaction
© 2016 ValueSelling Associates, Inc. All Rights Reserved.
© 2016 ValueSelling Associates, Inc. All Rights Reserved.
The more you know…Value vs. Price = Leverage
Preparation
© 2014 ValueSelling Associates, Inc. All rights reserved.
© 2016 ValueSelling Associates, Inc. All Rights Reserved.
Can’t engage with executives without business acumen Investigate, predict and prepare for business conversations More conversations lead to more opportunities
© 2016 ValueSelling Associates, Inc. All rights reserved.
Save the date!Our next webinar will be:
Beginning with the end in mind: Time Management Strategies for 2017
January 19, 2017 | 10:00AM PDT
At the end of today’s webinarGo to valueselling.com > resources > webinars to download today’s slides
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Thank you!Julie Thomas| President & CEO
+ 1 (858) 759-7954
Linkedin.com/in/julieathomas