Value-based selling

<p>Closing a "sale" may be the hardest part of the <a class="wikilink" href="/customer_journey/">customer journey</a>. It is the moment in which all the previous work (<a class="wikilink" href="/marketing/">Marketing</a>) materializes and there's a transfer of money. </p> <p>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. </p> <p>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. </p> <p>That is why the <a class="wikilink" href="/value_proposition/">Value proposition</a> is so important. It is the way to understand where <a class="wikilink" href="/value_proposition-market_fit/">value proposition-market fit</a> happens and under what terms. </p> <p>In order to understand how the customer perceives value, we can use <a class="wikilink" href="/spin_sales/">SPIN Sales</a>.</p>