Identifying Value Along Five Dimensions
Discover a Variety of Value-Drivers That Can Maximize the Perceived Value and Differentiation of Your Offerings
By being proactive about identifying, prioritizing, and communicating your multidimensional value, you’re not just “hoping” your prospect will pick-up on all of the other compelling reasons to buy from you. Instead, you’re helping them by presenting a very well-rounded set of criteria upon which they can base a decision. In this guide, you will learn about:
- The five major dimensions of value that customers and prospects measure your products and services by.
- How looking at those five dimensions can help you expose dozens of different value drivers for your offerings.
- Over 50 value-driver ideas in a PDF chart that makes a great quick reference and brainstorming aid.
- The 4 key things you should expect and watch out for when starting to identify potential value-drivers.
This guide is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
-
Closing the Skills Gap in Sales Negotiations
In this Expert Interview, Jason Levinson discusses the latest methods and innovations in negotiation training for salespeople. Closing the negotiation skills gap is not a hard as you might think!
View This Interview -
Creating More Powerful Sales Proposals
Delivering a proposal is often the final "yes/no" step that every other sales and marketing activity is leading up to. We spoke with Reuben Swartz about how to create sales proposals that win more business at higher margins.
View This Interview -
Being Fearless When Selling to Procurement
Even the most seasoned sales professionals can be fearful of procurement. In this recorded and transcribed interview with author Chris Provines, we take an inside look at the goals and tactics of today's purchasing people.
View This Interview -
Five Signs You're Missing Sales Opportunities
Many B2B companies are leaving a full two-thirds of their prospective sales opportunities on the table. Use this self-assessment by Dan McDade to figure-out if you're really getting everything you should.
View This Diagnostic
