{"id":2367,"date":"2024-08-17T10:00:00","date_gmt":"2024-08-17T10:00:00","guid":{"rendered":"http:\/\/138.197.200.24\/resources\/blog\/value-based-selling\/"},"modified":"2026-08-06T10:21:54","modified_gmt":"2026-08-06T10:21:54","slug":"value-based-selling","status":"publish","type":"blog","link":"https:\/\/www.smartkarrot.com\/resources\/blog\/value-based-selling\/","title":{"rendered":"What Is Value-Based Selling and How to Do It Right"},"content":{"rendered":"
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The subtle art of \u2018selling\u2019 should be smooth and natural. In simpler words, it should not seem sales-y and intimidating to the customers in any way. While the world shrinks to a smaller place, every process from supplying to marketing has sped up. As more and more companies are relying on broader sales techniques, adding a bigger dent of value in your approaches can change the game altogether. That is when the tricky concept of value-based selling comes into play. Here, in this blog, we will talk about everything you need to know about value-based selling and spill some relevant beans on how to do it the right way. Without any further ado, let us get started. But first, let us brush up on some of the basics.<\/p>\n

What is Value-Based Selling?<\/h2>\n

The definition of value-based selling is actually pretty direct than it might seem. Value-based selling focuses on adding the special ingredient of \u2018value\u2019 to your products and services before serving it to your customers. The pivotal goal here is to cater to the customer\u2019s needs<\/a> so that they being the ultimate user, derive substantial value from the offerings. When done right, it can make up to a massive difference in sealing a deal. In fact, 92% of the buyers<\/a> like to hear a value proposition quite early in the sales cycle.<\/p>\n

One of the recently published IDC\u2019s report<\/a> also stated that value-based selling at a cloud-software company led to a whopping 70% improvement in the close rates. It also led to augmented close rates of up to 75%. This is a significant increase in the numbers, considering the highly competitive niche and demand of the users.<\/p>\n

Technically seen, the reason behind that is pretty simple. A customer resists change. Overcoming their resistance to change can call for a big difference to your sales metrics, as identified in the Dannemiller Model for Change Management Equation<\/a>:<\/p>\n

The model explains that change occurs only when a user\u2019s dissatisfaction with the existing situation is higher than the resistance to make a change. If the user has a clear vision of how they want the changes to take place and the first of steps to reach their set vision, it then turns out way easier to overcome the resistance. Let us now delve into the Value Selling Framework to get a better grasp on the subject.<\/p>\n

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