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value analysis and modeling
Value Analysis
The migration from product-based selling to value-based selling has many companies struggling to redefine their sales culture. Value-based selling in today’s complex selling environments and heightened customer expectations requires sales organizations to foster much deeper customer understanding. The challenge is to construct a value based selling methodology that is based on solving high-level customer problems, rather than simply building account models that respond to near-term price pressures or are only transaction based.

Value Analysis and Modeling is designed to provide a strategic road map for deepening the customer relationship while elevating trust through an exchange of information, thus creating interdependency. BCI looks beyond product lines and service offerings to uncover new ways in which you can move from the status of “supplier” to “trusted consultant / partner.” Understanding the customer’s business and how your product or service generates revenue or reduces expenses is the first step in creating a value based sales methodology.

What are the benefits?

1. Deeper customer understanding
2. Value based purchasing, not price
3. Improved margins and revenues
4. Longer term contracts

Our step-by-step approach to Value Analysis and Modeling looks like this:

Analyze current product and services offerings.
Review and refine target customer profile to reflect value modeling.
Develop "value pyramid".
Develop "Boardroom Issue" strategy.
Develop "Migration Path" strategy.
Develop "Anti-Sponsor" strategy.

Contact us for more information on this practice area.

Baker Communications Inc.
Sales Training America
A Sales Consulting, Customer Service Consulting Training and Custom Development Company
Home Office: 2400 Augusta Suite 369 • Houston, Texas • 77057 •
Phone: 1-713-627-7700 • Fax: 1-713-587-2051