Value selling

How it is used

Use when discussing measurable outcomes and their assumptions, rather than relying on a feature list alone.

Example sentences

1. Value selling shifted the discussion from pump price to the plant's annual energy use.

   The price is considered alongside an economic result relevant to the buyer.

2. Our value selling model uses the customer's production figures instead of a generic savings claim.

   Customer-specific inputs make the proposed benefit easier to examine.

Common collocations

• value selling approach
• value selling conversation

Related terms

• value propositionA short, clear statement of what a customer gains from a product and why it is better for them than the other options.
• benefitThe real advantage a customer gets from a product, such as saving time or money, as opposed to a feature, which is simply what the product has or does.

More terms: Pitches & Demos

• sales pitch
• demo
• rapport
• elevator pitch
• pain point
• case study
• battlecard
• technical validation
• reference call
• consultative selling
• compliance matrix