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简介

Value-Based Selling

Value-based selling is a sales methodology that focuses on how your client perceives what you provide, rather than a focus on your own products and services. It’s dependent more on the buyer than the seller. 

When you sell something, you’re asking your buyer to make a change, and change is quite hard. Just look at the stats around diet, exercise, or how much money people save for retirement. Most of us don’t do all of the things we should, and we know it.

Selling is no different. Whatever solution you provide to clients, _{border: 0px; margin: 0px; padding: 0px;}it solves a real problem for them._ And yet selling isn’t easy, because change isn’t easy.

The equation for change management has two separate elements pulling in opposite directions: the motivation to escape the way things are now, and the resistance to change itself. Value-based selling helps you address your prospects’ resistance to change, as well as their motivation to make a change.

In the Dannemiller model for change management, change only occurs when the resistance to change is less than dissatisfaction with how things are now, there’s a compelling vision of what’s possible, and first steps can be taken toward the vision of the future.

https://servedontsell.com/value-based-selling/