Exposing Your Differential Value Step-by-Step

A Process for Exposing the Differences in Value That Are Actually Important to Your Prospects

When people can’t wrap their heads around a fundamental value-based process, they throw up their hands and focus on something else. Leveraging the SellingBrew Network, we’ve cut through the complexity to provide a simplified tutorial for understanding and exposing the differential value of your offerings:

• The seven fundamental process steps that make the most difference in value-based selling.
• How to identify the specific value-drivers that actually matter to your prospects and customers.
• How to understand how your primary competitors really stack up on the priority value-drivers.
• How to quantify and articulate the differential value gaps through your processes and tools.