Leverage 3 Different Benefit Types for Better Selling Success
In the B2B landscape, we often forget that each customer faces unique challenges and seeks different outcomes from our proposed solutions. The perceived value differs for every decision-maker, reinforcing the notion that value truly lies in the eyes of the beholder.
Too frequently, sellers resort to a 'one size fits all' approach, failing to effectively connect and engage with customer's multifaceted value expectations. We must remember that customers aren't solely concerned with the business needs of their department, but also with the strategic goals of their organization and their personal benefits.
To accelerate purchase decisions and boost win rates, sellers must recognize and cater to a trifecta of value: Business, Organizational, and Personal.
?? Business Benefits: Most sellers mainly focus on the tangible benefits their solutions provide, such as cost reduction, process streamlining, risk mitigation, and growth acceleration. However, these are not the only dimensions of value to articulate.
?? Organizational Benefits: Beyond departmental impacts, customers aim to help their organization meet strategic objectives. Here, value lies in bolstering internal connectivity and nurturing business ecosystem relationships. It's about how your solutions foster team engagement, improve partner alliances, augment social influence, and elevate customer experiences, encouraging community engagement and advocacy.
?? Personal Benefits: Personal gains from the proposed solution can often surpass business and organizational benefits in terms of importance to the customer. Personal benefits encompass improved job satisfaction, work-life balance, recognition opportunities, career advancement, and financial rewards.
In articulating value, it's crucial to address the benefits your buyer values the most. It's about empowering customers to make well-informed investment decisions that maximize ROI, ecosystem influence, and, importantly, result in positive personal impacts.
More information about the 3 different benefit types here - https://geniusdrive.com/use-these-three-benefits-for-your-inspired-value-storytelling-business-organizational-and-personal/