6.12. Value-Sheets

For some salespeople and buyers, structure is important. Think back to the Octagon™. Did you score high or low in the Free flowing/Organised behaviour category?

Knowing where to start the discussion; understanding the links between what a problem is and why it is a problem now when it wasn’t before; what the value is in solving it. For such people, Value-Sheets are an extremely useful tool. For everyone else they are merely very useful!

Properly used, Value-Sheets continue to give credence to the salesperson as a clear listener and a clear thinker. Part of the success of the Value-Sheet is attributable to the clarity and simplicity of the process, part is due to the fact that it is a shared development process.

The process ...

Get Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.