Vi søger 5-10 BtB virksomheder, der fokuserer på at differentiere sig fra deres konkurrenter, og som overvejer at gennemføre salgstræning. Vi ønsker at afprøve en række nye metoder og værktøjer, og tilbyder derfor virksomheder, der ønsker at hjælpe os en helt special løsning her i maj og juni. Er i interesseret så tag fat i Michael Raahauge på mir@ra2hauge.dk

1. Ra2hauge
home of valuefocused BtB business philosophy
Ra2hauge Valuefocused Selling™Valuefocused Selling is a training concept for BtB PROs. It is challenging and disruptive. We focus on future BtB Selling.
A few examples of companies using The valuefocused Selling concept
Help us develop the concept…

2. The Valuefocused Selling Process
Home of Valuefocused Business Philosophy!
#2#1 #3 #4 #5
Data
Management
Lead
Management
Account
Management
New Customer
Order confirmation
signed
A N C B T Retention process
Qualified Lead
Full qualification. Vision
created and customer
commitment given.
Money is allocated and
timing agreed.
Lead
Right decision maker
identified and needs and
wants defined.
#6
Signing

3. Know your differentiated advantages!
Home of Valuefocused Business Philosophy!
Valuefocused Selling is based on an everlasting process of understanding why and how we differentiate from our
competitors.
To obtain differentiated advantages we need to have an ongoing creative process!
Accumulated
experienced
Customer Value

4. Examples of models supporting customer visionmaking
Home of Valuefocused Business Philosophy!
We should be able to present the value that the
[solution] brings to the customer in different forms.
1) The cost of the [solution] compared to the
customers total cost of producing.
2) The cost reductions that we find with the
[solution]
3) Visualization of the cost of the [solution]
compared with the benefits of cost reductions.
The purpose of using these models is to create the
Customer Vision - making it easy for the customers
decision makers to identify the value of buying the
[solution] just from the way that we will reduce the
costs of welding.
cost as a share of
customers total cost
Visualization of reduced
costs
Visualization of cost vs.
Value from cost
reduction

5. Examples of models supporting customer vision making…
Home of Valuefocused Business Philosophy!
cost as a share of
customers total cost
Visualization of cost
vs. Value from cost
reduction
We should be able to present the value the
[solution] brings to the customer in different
forms.
1) Cost vs. Value year one
2) Cost vs. Value full period
3) Cost vs. Cost reduction + increase earnings
The purpose of using these models is to create
the Customer Vision making it easy to identify
the value of buying the [solution].
The graphics illustrate the much larger business
value compared to the cost of the [solution].
Visualization of
reduced costs

6. Ra2hauge
Home of Valuefocused Business Philosophy