VALUE IS NOT ABOUT PRICE. IT’S ABOUT UNDERSTANDING.
Value Based Selling is changing - now, more than ever, we need to put ourselves in the customer’s shoes. What do they really need or want? How do they perceive value? How can a better understanding of VBS help us connect with them? We dive in…
Let's talkIMPACT OF VALUE BASED SELLING
VBS IN THE REAL WORLD
Listen to Jamie Barrette and Craig Edlin, Global Sales Training Manager at ABB, who share the power and impact of Value Based Selling.
VALUE BASED SELLING
Change the way you sell
Customers now expect more than just a great product - they expect solutions to their business challenges. Mercuri International’s Jenny Rahm explains how Value Based Selling can help your sales teams stay competitive and relevant in an increasingly demanding marketplace. Here’s why you need it - now.
Get a consultationThe benefits of Value Based Selling
Moving from a product-centric to customer-centric sales model has a number of benefits, both in terms of short term revenue generation and long term growth.
Increase in conversion rates
When you understand your customer’s needs, it’s that much easier to move towards closing the sale.
Sell at higher prices
Demonstrating the total value of a product lets you charge a premium - rather than just undercutting the competition.
Build long-term relationships
Knowing your customer is key to developing meaningful relationships - the basis for long term success.
The e-book: “For what it’s worth” - What does ‘value’ mean in 2022?
We all know what the ‘v’ stands for in VBS - but how does a customer actually perceive ‘value’ in 2022? And is it time to look again at the way we’re selling?
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ABB Case Study
ABB is just one of many companies who have noticed measurable sales improvements with Mercuri International VBS training. This is how ABB’s Electrification Academy used Value Based Selling to revolutionize employee performance.
READ THE CASE STUDY
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Mercuri’s Value Based Selling
Want a quick overview of exactly how we apply Value Based Selling training? Our product sheet gives you the details you need.
View the product sheet
The VBS Customer Value Checklist
With Value Based Selling it can be hard to know where to start - so why not download our ‘at a glance’ checklist to providing real customer value?
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VBS by the numbers
Just why is Value Based Selling so critical to building long term business growth? View the infographic to find out.
View infographicIt's time to start selling value
What’s the Mercuri difference?
Mercuri International are the sales performance experts who enable sales excellence through people and process development. We offer customized solutions to increase sales results and achieve sales excellence for our clients.
Mercuri's VBS trainingWHATEVER YOUR REQUIREMENTS
Whatever size of business and wherever you are in your sales development journey, Mercuri International has a solution just for you.
Off the shelf
Off the shelf
Our tried and tested training solutions are the perfect place to start for a wide range of customer requirements.
Learn moreCustomized solutions
Customized solutions
Need a training package tailored to your specific needs? We can provide customer solutions built around you.
Learn moreSales consulting
Sales consulting
Not sure what step to take first? Our consultants can bring their extensive experience and expertise to your assistance.
Learn moreThe ultimate guide to VBS
We’ve gathered together a range of resources, all designed to help you understand and get the very most from Value Based Selling.
Why is value-based selling so important?
Why is Value Based Selling so critical to transforming sales? We explore the trend towards a customer-centric business model.
What’s the top trend in sales? We explore the changing nature of ‘value’
‘Customer Value Orientation’ is this year’s top trend - we explore the changing nature of value and what it means for sales.
What is value creation in sales?
What do we mean by ‘value creation’ in sales? We take a look at how to move from being a product expert to a customer expert.
Let's talk!
We would like to know the single biggest challenge you have when trying to convince your customer what the actual value of your product or service is. That way, we can make you future ready with Value Based Selling.