Demonstrate your value, increase your sales price
In a complex enterprise sale, clients often focus on reducing price, often at the behest of procurement or the specs in an RFP. But for sellers, that puts you in a bind. You might win the deal, but if you underestimate the resources you’ll need, or provide too deep a discount, your margins will disappear. How can you engage customers in a discussion about value instead of price?
Use the Trefis Interactive Experience to analyze multiple scenarios with your sales team before the next meeting. Once you and your team see the ROI you deliver, you will be better able to discuss value with the client during the meeting. Furthermore, when you share your ROI assumptions with the client, you establish a level of transparency, trust and credibility that otherwise won’t emerge from a technical RFP response.
The Trefis Value Selling Solution helps you change the conversation from price to value. Turn every sales person into an ROI rockstar.