THE LANGUAGE OF BUSINESS IS MONEY: SELLING VALUE IS SELLING MONEY

Selling value is an old idea.  Selling value is simply a spin on the concept of financial justification.  How long that idea has been around!  It is true, though: The language of business is money, and when you are selling value, you are really selling money and speaking the only dialect with which business people are familiar.

If the book, Closing the Whales has caught your attention, it is probably because you have an opportunity to land a huge opportunity, and you have begun sharpening your tools in preparation.  Good for you… that’s what winners do!  Selling value is one of the important tools you will find in this book.  You can win the huge opportunity before you by careful execution of the very specific events detailed in the book.  One of those key events you will find in Chapter 3 is all about structuring your value proposition: Selling value.

In business there are two kinds of value propositions: One is generic in nature.  It is the public value proposition designed to create dialog between your potential client and you, but the generic value proposition will not drive a campaign.  The second kind of value proposition is one that is client-specific.  Enter selling value!  We have said that selling value is selling money, money that flows to the coffers of your client, and selling value, money, is the only value proposition that will drive a huge opportunity to positive conclusion.

In my book, I reveal the hard truth of qualifying: Early in the sales campaign, either get in the position of selling value or get out!  This is not a gray qualifying event.  It is black or white: Pass or fail.  Knowing when to get out of a deal is as important as knowing when to stay in.  You see, you can’t develop a client-specific value proposition all by yourself.  No matter how many courses you have taken on selling value, you can’t do it alone.  Your client has to get in the canoe with you and help you.  Your client is the only person who has the background data, the business plan, the goals of the business, and yes, the confidential, strategic course of the enterprise.  Therein lies the key to selling value.  And it is here that in qualifying it can get dicey.  If your potential client rolls up the sleeves and helps you structure a true client-specific value proposition, get ready to bet the farm.  You and your potential client will be selling value the right way to the decision-makers, and you are a good bet to win!  On the other hand, if no one on the client side will help you in your efforts in selling value, in creating the client-specific financial value proposition, the only proposition that can drive a campaign, get out.

Learn the key strategies to selling value. Get your copy of Closing the Whales today!