Value-based selling

Closing a "sale" may be the hardest part of the customer journey. It is the moment in which all the previous work (Marketing) materializes and there's a transfer of money.

One of the ways of helping with sales is to focus on the value that is being delivered, not just the price of what you are selling.

If what you deliver has an immediate impact on the performance of the company, then you can use it as an argument. If your product makes them save 10M$ a year, then charging 1% of that is extremely reasonable.

That is why the Value proposition is so important. It is the way to understand where value proposition-market fit happens and under what terms.

In order to understand how the customer perceives value, we can use SPIN Sales.