Beyond the Transaction

In 30 seconds

Selling is much more than completing transactions, particularly in B2B and complex B2C environments. Delivering value is crucial for building long-term relationships with customers. To shift to value-based selling, you can start with this 4-step approach:

1. Focus on customer needs
2. Shift to consultative selling
3. Demonstrate ROI
4. Collaborate with customers

By moving beyond transactions and adopting a value-based selling approach, businesses can better meet these expectations and build stronger, better customer relationships.

In 2 minutes

In the past, sales were often focused solely on completing transactions. However, in today’s market and particularly in B2B and complex B2C environments, customers expect more from the sales and service process. They want to be valued and understood by the people and companies they do business with. As a result, the focus has shifted from transactions to delivering value.

Delivering value to customers is crucial for building long-term relationships and increasing customer satisfaction. When clients feel that a supplier business is invested in their success, they are more likely to keep doing business with them and even recommend them to others. Additionally, delivering value can help you differentiate yourself from your competitors.

A 4-step approach to delivering value

1. Focus on customer needs

Understand your customer’s business, pain points, and goals. Tailor your proposition and address their specific needs and show how your solution can provide value.

2. Shift to Consultative Selling

Become a trusted advisor by providing insights, recommendations, and solutions that go beyond your product or service. Help your customers achieve their goals and solve their problems.

3. Demonstrate ROI

Show how your solution can deliver measurable results and provide a positive return on investment. Use case studies, testimonials, and data to back up your claims.

4. Collaborate with Customers

Work with your customers to co-create solutions that meet their unique needs. Involve them in the process and use their feedback to improve your offerings.

Customers today are more informed and more discerning than ever before, and they expect businesses to provide personalised solutions that address their specific needs. By moving beyond transactions and adopting a value-based selling approach, businesses can better meet these expectations and build stronger, better customer relationships.

Remember, everybody lives by selling something.

Testimonial

“The change has been outstanding. Two years ago I couldn’t have imagined that Sales would be in such great shape already. I thought it would’ve taken years but here we are now with a fantastic sales team, sales infrastructure and processes, strategy and culture that is growing and making a huge difference to our business and our clients. As an accountant, I knew very little about sales but Barrett’s Sales Strategy & Operations Framework and the Barrett team have steered us in the right direction.”

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