Communicating What’s Valuable to the Buyer

Most salespeople know a wide range of reasons why their solution is valuable. Meanwhile, buyer research shows that buyers are often left to connect the dots on their own because salespeople are not communicating relevant value effectively. Buyers shouldn’t have to figure it out themselves. Effectively communicating value for each decision maker is one of the best ways for sellers to differentiate themselves from the competition. 

It’s up to your sales force to build enough confidence in each unique buyer to feel compelled to purchase your product. Mike and Doug are here to help! On this episode of Modern Sales Straight Talk, they share how to:

  • Message your solution using each of the four types of value
  • Uncover what’s truly valuable to each unique buyer
  • Effectively communicate meaningful value for multiple decision makers
  • Keep your messaging focused on what’s most important
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