to prepare and execute sales calls, manage the details of opportunities, accurately forecast, and close more deals.


4. The O-P-C (open, probe, and confirm) Questioning Process is what Thomas considers the catalyst that activates the entire ValueSelling process. Because selling isn’t telling; it is engaging.


5. The Opportunity Assessment Tool enables sellers to quickly and thoroughly review all vital components of an opportunity to identify if anything was missed in the sales process that could prevent the deal from closing.


gives you the common language and tools that drive predictable results. Blocking, tackling, and throwing are the skills


that are required to consistently leverage the methodology and work with the sales process. When all three of those are aligned, value selling works. When these three elements are aligned, it’s easier


for teams to guide buyers through the process, predict results, and replicate success. The right framework helps salespeople transform


their focus from pushing products to selling the full value of their solutions. The ValueSelling Associates mantra is, “Keep your product knowledge in your pocket.” That way, you have it when you need it to answer questions, but you don’t start with the demo. You start by understanding the buyer and the buyer’s needs. The five interconnected and foundational components of the ValueSelling Framework are: 1. The Value Buying Process enables salespeople to efficiently facilitate how modern buyers want to buy and ensure nothing is overlooked. 2. The Qualified Prospect Formula®


allows


salespeople to efficiently review the crucial components of a deal and stop wasting time on unqualified opportunities.


3. The ValuePrompter is a tool that makes it easier


This framework facilitates the buying process and helps sales reps approach the challenges of ever-evolving buying behavior and build buyer confidence, Thomas says; there’s no starting point or end point. “The world we live in is too dynamic, and sales is not a linear process,” she says. The framework is supported by tools that easily integrate with popular sales technology, but it doesn’t rely on tech alone. “Technology only adds value if it impacts the outcomes,” Thomas says.


GETTING BUY-IN Of course, any sales methodology is ineffective if it isn’t used. If they don’t do what you teach them to do, then it doesn’t matter, Thomas says. (See their website for details on ValueSelling Associates training programs.) Everyone in your organization needs to have the same understanding of why a value-based approach to selling will enable future success. Yes, value selling takes more time, but the payoff is worth it. “Sales reps that wing it today are going to get


blown away by sales reps that are prepared,” Thomas says. “They have to be prepared to have business conversations about business outcomes with business executives.” Sales reps need to have courage to be able to say


in that first sales call, “I’m not sure if we are the right fit.” “That’s the courage that builds trust,” Thomas says. It all boils down to one overarching question:


“With all of the demands on our time, the sales rep is an interruption. You need to ask yourself, ‘How do you become a value-added interruption?’” 


SELLING POWER VALUESELLING ASSOCIATES SPECIAL EDITION 2022 | 7 © 2022 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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