Value Selling Framework
The ValueSelling Framework methodology helps sales organizations simplify the selling process and focus on actionable sales essentials.
The main steps of the ValueSelling Framework are:
- Qualify your prospect.
- Position your capabilities in the context of client issues.
- Ask the right question.
- Differentiate.
- Develop the Value.
- Identify power.
- Develop a mutual plan.
- Close the sale.
Strengths: ValueSelling Framework simplifies the complex sales landscape while helping salespeople qualify prospects faster, motivate buyers to act sooner, and sell based on value rather than price.
Best used when: Working within complex B2B sales cycles.
Most relevant during:
GTM Fit phase
Scale phase
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
