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Sales Methodology

Accelerate your sales results

ValueSelling Associates is the creator of the ValueSelling Framework®, a proven formula for accelerating sales results.

The ValueSelling Framework is a simple process to manage the conversation with prospects and customers, and develop a mutual understanding regarding how you and your organization can add value to the buyer and their business.

With this conversational framework, you can compete confidently on value, not price, using a time-tested, easy-to-adopt methodology with decades of proven results.

Its simplicity and elegance allows you and your team to:

  • Increase revenue
  • Grow deal size
  • Eliminate discounting
  • Access and converse with executive decision makers
  • Increase forecast accuracy
  • Close bigger deals faster

Hundreds of thousands of professionals around the world use the ValueSelling Framework because it works. The easy-to-learn process helps sales organizations to engage, qualify, advance and close more opportunities.

Clients realize impressive results, including:

  • Reps using the ValueSelling Framework outperform those not using it in deal size and quota attainment by 2 to 1 (IT research firm)
  • Average order value increased 50% (software company)
  • Discount rate decreased from 18% to less than 5% (investment consultancy)

Realize higher productivity

The ValueSelling Framework is based on simple, repeatable steps that fit into your existing sales routine. And the ValueSelling Framework is the first and only methodology with a tool set integrated throughout the entire sales cycle. The tool set saves time, effort and resources in all selling situations. Armed with it, you can:

  • Rigorously qualify prospects and eliminate the “no decision” sales cycle
  • Efficiently prepare for sales calls
  • Ask the right question in the right order at the right time
  • Properly differentiate the breadth of your products and services
  • Build insightful prospect profiles that increase your credibility

Upskill your entire organization

The ValueSelling Framework is relevant to all sales environments and customer-facing roles. In fact, leading enterprises use the ValueSelling Framework as a common language, process and playbook across all divisions, globally.

In a world where everyone “sells,” this proven approach has been successfully adopted throughout roles in:

  • sales (inside, field, channel)
  • strategic accounts
  • business development
  • marketing
  • enablement
  • operations
  • product management
  • customer service
  • consulting

Whether you’re an executive sales leader, sales manager or sales rep, the ValueSelling Framework creates a common language for greater forecast accuracy, powerful deal reviews, and more effective coaching.

Benefit from a tailored experience

The delivery of the ValueSelling Framework includes a tailored mix of on-demand eLearning courses, live instructor-led workshops and video reinforcement on nearly every continent and in over 16 languages.

Because adults acquire skills most effectively by doing, our programs are activity-based, not lectures. Our expert associates create custom workshops and case studies that apply the ValueSelling skills through a simulated sales situation.

Each of our facilitators is a former sales leader who can demonstrate the ValueSelling concepts and principles with credible real world stories and expertise.

To discover more about how the ValueSelling Framework process works, contact us. A ValueSelling associate will contact you to discuss what’s going on in your business and discover together whether the ValueSelling Framework is the right solution for your organization.

The ValueSelling Framework—it works.