Glossary
Value selling
Providing value on specific topics.
Value selling is hearing customer pain points or buying criteria and matching them to features, capabilities and end-benefit of your product.
This is different from objection handling, which comes in the form of a question or concern raised by the prospect. Objection handling keeps you from losing deals whereas well-trained value selling enables you to win deals.
When working on your value selling table, keep in mind the differences between capabilities, features and benefits.
This is different from objection handling, which comes in the form of a question or concern raised by the prospect. Objection handling keeps you from losing deals whereas well-trained value selling enables you to win deals.
When working on your value selling table, keep in mind the differences between capabilities, features and benefits.