Though we often speak about the need to sell based on value, keeping the customer focused on value throughout the sales process is a challenging, elite skill. Joining Rachel in today’s episode to share his deep insights on this important topic is Force Management facilitator John Boney. He discusses:

The buyer-focused mindset necessary to successfully sell on value.
The relevance of the customer’s Decision Criteria to how you build your value proposition.
Handling changes in the customer’s priorities.
Multithreading effectively in an opportunity.

Here are some additional resources:

Get MEDDICC Certified on Ascender!
Navigating the Political Landscape | Ascender Course
Overcoming Seller Deficit Disorder | Ascender Video
Preparing for Sales Conversations | Ascender Video
How to Uncover Buyer Needs | Podcast
Competing With Other Priorities | Podcast

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Articulating Value Throughout the Sales Process