The 7 Best Practices of Value-Based Selling
Posted: Thu Feb 13, 2025 9:27 am
You will notice by reading these Best Practices that value selling is really the correct continuation and integration of Social Selling , it respects the medium-long term times in obtaining results and at the same time leads the sales person to obtain the esteem of their customers and a high level of loyalty,
1) Prepare yourself properly by informing yourself about your lead
In value-based selling, the main goal is to close new deals as in any sales strategy, but the focus is on the centrality of the potential customer's needs.
What is needed in Value Selling is a clear understanding of the lead's real needs and in this it is truly customer centric .
The Importance of Information germany phone number list Gathering in Value-based Selling
Before contacting a lead, it is essential to dedicate time to the preparation phase: a careful study of the contact will allow you to know him better and offer personalized solutions.
In particular, for B2B sales, it is important to analyze not only the company and the reference industry, but also the professional background, strengths and weaknesses of the lead. This information will provide you with the tools necessary to present yourself as a valuable partner and not just as a salesman.
What information to collect in Value Selling
Current role and professional background
Review your lead’s LinkedIn profile to learn about their career history, experience, and skills . Are they new to their current position? This could indicate that they are still learning about the role and may appreciate your consulting support. If they have experience in your industry, they will be more likely to speed up the decision-making process, focusing on efficient solutions.
Common Connections
Shared relationships can help build trust. A mutual contact in your LinkedIn network can not only introduce you to the lead, but also tap into valuable insights into their pain points and how you can generate value for them.
Social Media Interactions
Analyze the content that the lead has shared and comment on their posts on LinkedIn. This will help you understand their interests, current priorities, and point of view, and will bring you closer by stimulating mutual interactions.
Website and company pages
Visit your company's website and social media profiles to identify any changes, such as leadership changes or new product launches, that could impact your decision-making process. Your LinkedIn page will be invaluable at this stage because it contains a wealth of useful information (showcase pages, product pages, CSR commitments, profiles of other potential leads in your company, job openings, and company growth).
History in CRM
Check your CRM to see if the lead has already been contacted by a colleague. This could provide you with useful details about any previous interactions, such as emails sent or content opened. Likewise, you can use the features of Linkedin Sales Navigator if the subscription is Advanced or Advanced plus you can request sharing of lead lists and view the notes entered by your colleagues.
Competitive landscape
A simple Google search will help you understand the competitive context of your lead’s company, giving you additional insights to customize your approach.
Finally, once you have gathered this information, approach the lead with awareness and respect, demonstrating that you have understood their context and needs. This will make the difference in positioning yourself as a credible and value-oriented interlocutor.
1) Prepare yourself properly by informing yourself about your lead
In value-based selling, the main goal is to close new deals as in any sales strategy, but the focus is on the centrality of the potential customer's needs.
What is needed in Value Selling is a clear understanding of the lead's real needs and in this it is truly customer centric .
The Importance of Information germany phone number list Gathering in Value-based Selling
Before contacting a lead, it is essential to dedicate time to the preparation phase: a careful study of the contact will allow you to know him better and offer personalized solutions.
In particular, for B2B sales, it is important to analyze not only the company and the reference industry, but also the professional background, strengths and weaknesses of the lead. This information will provide you with the tools necessary to present yourself as a valuable partner and not just as a salesman.
What information to collect in Value Selling
Current role and professional background
Review your lead’s LinkedIn profile to learn about their career history, experience, and skills . Are they new to their current position? This could indicate that they are still learning about the role and may appreciate your consulting support. If they have experience in your industry, they will be more likely to speed up the decision-making process, focusing on efficient solutions.
Common Connections
Shared relationships can help build trust. A mutual contact in your LinkedIn network can not only introduce you to the lead, but also tap into valuable insights into their pain points and how you can generate value for them.
Social Media Interactions
Analyze the content that the lead has shared and comment on their posts on LinkedIn. This will help you understand their interests, current priorities, and point of view, and will bring you closer by stimulating mutual interactions.
Website and company pages
Visit your company's website and social media profiles to identify any changes, such as leadership changes or new product launches, that could impact your decision-making process. Your LinkedIn page will be invaluable at this stage because it contains a wealth of useful information (showcase pages, product pages, CSR commitments, profiles of other potential leads in your company, job openings, and company growth).
History in CRM
Check your CRM to see if the lead has already been contacted by a colleague. This could provide you with useful details about any previous interactions, such as emails sent or content opened. Likewise, you can use the features of Linkedin Sales Navigator if the subscription is Advanced or Advanced plus you can request sharing of lead lists and view the notes entered by your colleagues.
Competitive landscape
A simple Google search will help you understand the competitive context of your lead’s company, giving you additional insights to customize your approach.
Finally, once you have gathered this information, approach the lead with awareness and respect, demonstrating that you have understood their context and needs. This will make the difference in positioning yourself as a credible and value-oriented interlocutor.