Скачать или смотреть The Value Pyramid

This is called a value pyramid

To truly understand a prospect’s pain/challenges/objectives/targets you need to question around these 3 areas:

Overall company goals
Departmental goals
Individual goals

We spend way too much time talking about about individual pain which is often low value, save time etc.

If you can position your product around all three areas it typically helps achieve the following:

1. Solves bigger problems and adds more value, therefore allowing you to price higher

2. Engages and builds value for higher stakeholders, budget holders and economic buyers. It solves bigger companywide problems

Solve bigger problems your product is more valuable..simple.

#salescoaching #salesenablement #salesleaders #salestips #salesleadership #salesprocess