How to sell with value

1. Coffee & Calls
Bi-Weekly Topic: Value-based Selling

2. Value-based Selling
● The definition of value-based selling is far more straightforward
than you might think. Instead of pitching products alone, value-
based selling focuses on how the product or service will
provide value to the customer. The goal is to focus on the
customer's needs so that they can make a decision based on the
potential value they'll get out of a product.
● Round Robin Questions:
○ What is the value of Homeward’s Products?
○ How do we make sure we bring up value on every call? Is this
something that should be reactive? Proactive?
○ What do you think we listen for when gauging a salesperson's
ability to sell the value of our products?
○ Why do you think adding value is important in our sales calls?
● Growth Mindset vs Fixed Mindset
○ Do you think value-based selling can be learned or is it a “sales
skill” you’re born with?
Skill Theory

3. Call Review
Link to Call

4. Value-based Selling
● What advice would you give yourself to help with
adding value to our product on calls?
● What changes will you make to achieve better
value-add language on calls?
● What triggers can we use to remind ourselves to
add-value on a call? (habit breakers)
● Be honest: If you were to listen to your own calls:
How would you rate 1-10 your value-add language
for our products and company?
Peer Discussion

5. $PIFF of the week!
To incentivize everyone to focus on
this topic we’re handing out
money!!
$50 Amazon Gift Card
Share with your manager 1-2 calls
where you use Value-based
Selling with a client! If your call is
chosen for C&C next week you’ll
win the $PIFF!

7. Part 2: Focus Group

8. Critical Analysis: Value-based Selling
Listen to this call and do the following on a
word doc:
1. List 3 instances (ie. mins 3:43, 7:42, 13:50)
where your colleague either showcases or
misses an opportunity to sell the value of our
product specifically to the client’s needs
(must list at least 1 of each)
2. If you give a missed opportunity example,
give a short answer of why you feel they
missed and what could/should have been
said instead.
2a. If you’re sharing showcasing value based
selling, give a short answer of what went well.
What was client’s reaction? Why is this skill
important to master?
3. What particular portion of the
HomeWORDS is specifically there to give us
an opportunity to sell the value to our client?
Does our colleague nail this portion?
4. Let’s discuss them together.
Listen to this call and do the following on a
word doc:
1. List 3 instances (ie. mins 3:43, 7:42, 13:50)
where your colleague either showcases or
misses an opportunity to sell the value of our
product specifically to the client’s needs
(must list at least 1 of each)
2. If you give a missed opportunity example,
give a short answer of why you feel they
missed and what could/should have been
said instead.
2a. If you’re sharing showcasing value based
selling, give a short answer of what went well.
What was client’s reaction? Why is this skill
important to master?
3. What particular portion of the
HomeWORDS is specifically there to give us
an opportunity to sell the value to our client?
Does our colleague nail this portion?
4. Let’s discuss them together.
Link to Call Link to Call