How Value Selling Can Grow Your Business with Chad Sanderson #281

Our guest today is Chad Sanderson, the author of the award-winning Value Selling Framework. Chad has successfully sold and marketed products and professional services across the globe. In this episode, Chad and I discuss the necessity of using a repeatable and predictable methodology for selling. Next we survey the landscape of sales. We look at what’s working, what’s not working, and where there are opportunities for sales growth.

Predictable Selling Methodology

Sales is problem solving. Chad learned his chops selling marketing services. He found when sales teams get larger, you can’t manage one-on-one. Many methodologies talk about what you need to do when selling. Yet they fail to talk about how to sell. Chad believes in focusing on value selling.

The Value Selling methodology tells you how to do it. B2B buyers act like B2C customers. Sellers need to truly uncover the buyer perspective. just as you would in the B2C space. The difference is subtle but it takes awhile to put in practice.

Value Prompter

Value Prompter is completed per person. There are six affinites in the design:

- Contact Name and Title
- Business issue – time bound and quantifiable
- Anxiety Question to get an emotional action
- Problems from the buyers perspective
- Solution from the buyers perspective
- Value Box which contains quantifiable description of problem (from a personal perspective )

Probing Questions are asked to find insight. These questions uncover the buyers perspective and are used to guide value selling.

- Prepare for a call
- Take notes
- Copy past notes into a plan letter (accountability)
- Development and prospecting persona development.
- It guides cadences and content.
- QBR (Quarterly Business Review) readouts

High performing organization have consistency of sales behavior.

How To Find Chad Sanderson

chad.sanderson@valueselling.com
His company can be found here valueselling.com
https://www.linkedin.com/in/chadsanderson/
Twitter @csanderson001

How to Manage Sales Teams with Repeatable Processes

Listen here to past episodes on repeatable methodologies like value selling: