The reality of value-based selling

I decided to write a much shorter brief about this.

It’s always tempting to write more. To explain more. Like those 350 page business books … that could have be a 10 page article.

This is my take on value-based selling

Applied this to your consultancy expertise and experience.

Let’s start with this. In the absence of the right context your particular expertise and experience is worthless. Ouch! But think about it … true.

Now, value-based selling is a method. Using it you seek to highlight the significant potential value a project outcome will bring for the client.

Note the words outcome, significant, and client. These words are important. They’re the value part.

The selling part happens when you anchor the unique contribution you will make to those three things … if the client commissions you.

When you get this right you can often charge a higher fee. That’s a whole other area and art form. Related but different.

Where do you get started with value-based selling?

It’s all in these key questions:

1. What do you want?
2. How will you know when you’ve got this?
3. What will this get for you (that’s even more important)?

In other words the project’s … desired outcomes, measures of success, and business (and personal) impact.

If you don’t get the answers to these questions, from the client, you’re not value-based selling. And if you’re not value-based selling you will be leaving money on the table.

Yes, it really is that simple. Not easy, but simple.

Mini-mission

Take a project you’re looking to win … ask yourself, "do I know the answers to the key questions?"