Protecting and growing sales revenue in difficult times
Redbeech is helping sales people identify and communicate the real value their products and services bring to each individual customer. Our team has experience working with ‘blue chip’ European sales organisations who understand the importance of the value their products and services bring and make sure deals reflect a share of the direct benefits the customer gains. This way they do not have to negotiate purely on price and so are able to protect or increase sales revenue. To provide help to businesses during this challenging economic period, Redbeech has now developed a sales training programme designed to explain the concept of 'real value' and offer coaching to individuals who want to win real value deals that maintain or grow sales revenues.
Contact Redbeech, using the ‘contact us’ tab on our website or call us to learn more about this programme and how we could help your sales people to have ‘business’ NOT ‘price’ conversations with customers.
Background to Real Value Pricing
In a hardening economic climate businesses can find it difficult to maintain and grow their sales revenues. Sales people often find themselves negotiating product and service prices with customers whose focus is on reducing overheads. The sales person does not understand the precise benefits their products and services add to the customer’s business, so miss the opportunity to protect, or negotiate a higher price based on true real value. Customers continue to focus purely on price, without considering the true benefits to their business that the products and services being bought provide. There is a ‘communication disconnect’ between customer and sales that results is a pure price conversation which may damage the customer’s business unknowingly.
Real Value selling is a methodology that ensures both sides understand the importance of the item being negotiated and work together to agree a share, of the recognised value on offer. Appling value pricing helps ensure protection and growth of both existing and new sales revenues and shift the ‘price issue’ to a business one. In addition, recognition of true value by the customer can promote loyalty and facilitate longer lasting relationships.
|
