May 17, 2024 - Ascender Live: Selling on Value: Q&A Session on Common Challenges [Event Recap]

Joe Huber
Joe Huber Member [Pro], Administrator Posts: 248

We were joined by Antonella O'Day to talk about Selling on Value. Catch the recording below where Antonella shared her viewpoint, we dig into questions from the audience, and we have a new Ascender Resource, just for you.

Selling on Value is something everyone says that they do, but it's not always the case. Antonella walks through some best practices and where things stand, today. This discussion is a part of our "Selling on Value" mini-series, so be sure to check out Diana Sheley's webinar on the topic, as well.

Diana also helped us create a "Selling on Value" checklist resource that will help ensure you're keeping your sales conversations on target.

Key points from the discussion:

  • Current Economic Climate
    • "Nice to have" options and associated costs are more scrutinized than usual
  • Best Practices
    • Don't talk about the things you want to talk about until you're certain it's something that the customer cares about
      • Business problems or customer needs
    • Sell benefits, not features
      • What will they actually get and how does it help do something like "mitigating risk" or "cutting costs"
      • It's so easy to get caught up and just talk bells and whistles, but resist the urge
    • Showing proof
      • Relevant, timely
      • Be on point
  • Audience questions and discussions
  • Resource shared