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Use Value Selling to CLOSE the Book on Long, Stalled Sales Cycles: Simple strategies to incorporate Value Selling for accelerated purchase decisions

By Tom Pisello| September 11, 2019

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You’ve seen this story unfold.

It starts with a frustrated buyer, buried under mountains of content that they spend two-thirds of their time gathering, processing, and de-conflicting, trying to recognize some semblance of their own unique business problems. Then, said buyer sets out to build a financially-justified case for a technology investment and present it to a growing number of stakeholders (increasingly skeptical stakeholders, might I add). The ending is predictable, given the circumstances; buyers don’t choose you or your competitor at the end of this story. They often throw their hands up and do nothing.

Close_image1-final-750x519Because you know the story (and its unfortunate ending), there’s a good chance your organization is already adapting to the changed buyer’s journey and working to enable your sellers to shift their sales approach. While many perceive the process of implementing sales enablement technology as daunting and expensive, it doesn’t have to be. You can make small, incremental changes that pack a big punch, in the way of shortening your sales cycles and directly impacting revenue.

Same Old Sales Story, Same Results

Let’s look at what your sellers are probably already doing. Likely, they have access to a high volume of content, have already developed sales decks, and have considerably useful data captured in a spreadsheet format. They are likely prepared for one sales meeting, but are they prepared for any meeting? More importantly, are they prepared to discuss what the customer wants to discuss? Getting your deals to actually move toward “close” requires the right methodology and the right content.

The CLOSE Conversation Guide is a storytelling framework to help you improve your value articulation and sales effectiveness. CLOSE puts your prospect at the heart of the story. And like any good story, it doesn’t jump right to the “happily ever after.” Instead, it removes the focus from what benefits you can provide first, and sets the stage for the buyer’s challenges and the pain they are experiencing. Pain before gain.

The 5 key elements of CLOSE storytelling are:

Close_image4-750x519Challenge: What challenges can you help prospects tackle?
Loss: What are the challenges currently costing, if not addressed?
Opportunity: What is the value of addressing the challenge?
Solution: What product or service can deliver these business benefits?
Evidence: How can I be assured that the proposed solution can deliver?

According to Forrester, only 10% of buyers report that sales reps are value-focused, with most still using the less-than-effective “product pitch”. Rewriting your sales story means adjusting the dialogue from a product pitch to a value-based selling experience, and thoughtfully, prescriptively bringing the customer in as a collaborator, rather than a spectator.

Change the Conversation, Shorten the Sales Cycle, Convert Prospects to Customers with Value Selling

The number one reason for revenue shortfalls is not a lack of leads, sales training or product mix – but the inability for sales and marketing to effectively communicate the value of their solutions to prospects (SiriusDecisions). When sellers are enabled with the right tools and insights, they can focus on the buyer’s challenges and how they can uniquely solve their issues. It’s not about how your company and your solutions can save the day; it’s about making your prospect the hero in overcoming their challenges.

Close_image2-750x519Enabled reps are evolved reps because they approach sales meetings with the confidence that sales enablement technology, analytics and insights bring – interactive presentation tools, customized, agile content that meets buyers exactly where they are, and prescriptive solutions backed by personalized insights. While standard ROI/TCO spreadsheet-based tools can help your customers with their efforts toward financial justification, they often fall short. They lack the ability to tell an emotionally-connected value story, which inspires prospective buyers to act more confidently, quickly, and in your favor. But, don’t count numbers out. When your sales reps lean on sales enablement technology to engage buyers – specifically with AI-powered, actionable data and insights – they can not only diagnose business issues for customers and prospects, they can also offer value-based, ROI selling solutions that actually resonate with buyers.

Close_image3-750x519Digital transformation is inevitable to stay competitive, but that doesn’t mean it has to be overwhelming and complex. Use what you already have (relevant content and data), but ask yourself a few key questions before engaging with customers: Is it consumable? Is it visually appealing? Is it organized? Is it more complicated than it needs to be? Enabling your sellers to use what they already have available to tell a value-based selling story (in the context of what the customer cares about) can have a big return.

It’s time to get started. Contact us to tackle your content, sales, and measurement challenges head-on and transform your sales approach from pitching products to value selling.

Tom “The ROI Guy” Pisello is an entrepreneur, speaker, and author of the upcoming book Evolved Selling™: Optimizing Sales Enablement in the Age of FRUGALNOMICS. He joined the Mediafly team in 2018 through the acquisition of the company he founded and led, Alinean Inc. In his role as Mediafly’s Chief Evangelist, Tom is responsible for developing new practices for sellers and marketers to communicate and quantify business value to increasingly frugal buyers. He also leads Mediafly’s Advisory Services group in helping companies evolve their selling practices from transactional to value-led. Outside of the office, he is the proud father of two daughters.

About Mediafly

Mediafly is a mobile sales enablement solution that enhances how brands engage prospective buyers. By using Mediafly’s technology, marketing and sales teams at companies including PepsiCo, Disney, GE Healthcare, MillerCoors and Charles Schwab, are able to deliver custom, dynamic sales presentations quickly and efficiently, engaging customers with insights that are relevant to them. Mediafly’s Evolved Selling™ solution enables sellers to be more flexible, insightful and interactive in their sales interactions, resulting in increased sales and stronger customer relationships. Mediafly has been named to the Inc. 5000 list of fastest growing companies for five years consecutively in addition to being named Inc.’s Best Places to Work of 2017 and 2018. Visit Mediafly.com or follow @Mediafly for more information.

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