Frustration or even panic that prices and gross margins are dropping significantly is a scary situation. This may come about as the result of:

• Continuous input from their sales people that they cannot maintain business with their customers unless they agree to frequent price-downs
• The realization that most of their sales people are hopelessly out-matched by their customers when it comes to negotiating for higher prices that the supplier deserves to get

For nearly 20 years, Global Partners has been training global companies in Value Selling techniques that enable their sales people to identify, quantify and demonstrate real business value for their customers.

We’ve found it’s the technique, teaching and customized training that make Value Selling and Solution Selling work. That’s why we:

• Train sales and marketing on how to describe the impact that their solution will have on the customer’s business (usually financial) results with spreadsheets to help them calculate credible estimates of the impact
• Teach how to identify and get to the person in the customer who would be open to discussing these value estimates (the Value Buyer)
• Teach sales people how to get to the value buyer without triggering a damaging response from purchasing
• Teach them how to present their quantified value propositions to the customer in a clear and convincing way
• Teach them how to deal with value objections