{"id":17356,"date":"2017-06-23T05:33:30","date_gmt":"2017-06-23T09:33:30","guid":{"rendered":"http:\/\/resources.outgrow.co\/?p=17356"},"modified":"2025-06-03T04:36:23","modified_gmt":"2025-06-03T08:36:23","slug":"value-based-selling","status":"publish","type":"post","link":"https:\/\/outgrow.co\/blog\/value-based-selling\/","title":{"rendered":"Why Your Brand Needs Value Based Selling?"},"content":{"rendered":"\n<h1 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Value_Based_Selling_How_to_Sell_by_Not_Selling\"><\/span><strong>Value Based Selling: How to Sell by Not Selling<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h1><div id=\"ez-toc-container\" class=\"ez-toc-v2_0_62 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<p class=\"ez-toc-title\">Table of Contents<\/p>\n<label for=\"ez-toc-cssicon-toggle-item-69d7289a0f975\" class=\"ez-toc-cssicon-toggle-label\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/label><input type=\"checkbox\"  id=\"ez-toc-cssicon-toggle-item-69d7289a0f975\" checked aria-label=\"Toggle\" \/><nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-1'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/outgrow.co\/blog\/value-based-selling\/#Value_Based_Selling_How_to_Sell_by_Not_Selling\" title=\"Value Based Selling: How to Sell by Not Selling\">Value Based Selling: How to Sell by Not Selling<\/a><ul class='ez-toc-list-level-2' ><li class='ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/outgrow.co\/blog\/value-based-selling\/#Adding_Value_to_Your_Sales\" title=\"Adding Value to Your Sales\">Adding Value to Your Sales<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/outgrow.co\/blog\/value-based-selling\/#%E2%80%9CEducate_and_inform_instead_of_interrupt_and_sell%E2%80%9D_%E2%80%93_David_Meerman_Scott\" title=\"\u201cEducate and inform instead of interrupt and sell.\u201d &#8211; David Meerman Scott\">\u201cEducate and inform instead of interrupt and sell.\u201d &#8211; David Meerman Scott<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/outgrow.co\/blog\/value-based-selling\/#Customers_Know_What_They_Want_to_Buy\" title=\"Customers Know What They Want to Buy\">Customers Know What They Want to Buy<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/outgrow.co\/blog\/value-based-selling\/#How_Do_I_Do_It\" title=\"How Do I Do It?\">How Do I Do It?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/outgrow.co\/blog\/value-based-selling\/#Calculators_and_Quizzes\" title=\"Calculators and Quizzes?\">Calculators and Quizzes?<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n\n\n\n\n<p><span style=\"font-weight: 400; font-size: 14pt;\">If you are in sales, it\u2019s very likely that you\u2019ve been yelled at, ignored, lied to, or at times, even chased away. Sale is a profession just like law, medicine, engineering, or even marketing. Despite that, why do people push away sales guys?<\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Honestly, prospects hate being forced to do anything. And technically, most salespeople keep throwing product after product at the prospect. There&#8217;s no value-based selling in the traditional sales methods.<\/span><\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter\"><img decoding=\"async\" width=\"1024\" height=\"683\" src=\"https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2017\/06\/Price-Value-scale-1024x683.jpg\" alt=\"value based selling \" class=\"wp-image-30052\" srcset=\"https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2017\/06\/Price-Value-scale-1024x683.jpg 1024w, https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2017\/06\/Price-Value-scale-300x200.jpg 300w, https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2017\/06\/Price-Value-scale-768x512.jpg 768w, https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2017\/06\/Price-Value-scale-1536x1024.jpg 1536w, https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2017\/06\/Price-Value-scale.jpg 1690w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure><\/div>\n\n\n<p><span style=\"font-size: 14pt;\"><span style=\"font-weight: 400;\">Whether it\u2019s a cold call or a demo at an <a href=\"https:\/\/www.fieldpromax.com\/blog\/the-best-hvac-trade-shows\" target=\"_blank\" rel=\"noreferrer noopener\">HVAC trade show<\/a>, that over-rehearsed, aggressive pitch full of qualifying questions can be overwhelming. It can send potential customers running in the opposite direction, even if they may actually have a need for your product.<\/span><\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400; font-size: 14pt;\">But as a salesperson, what\u2019s the alternative that you have? How do you inform a prospect about your product, gauge their interest, and finally close the sale, if not through the traditional sales pitch?<\/span><\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-adding-value-to-your-sales\"><span class=\"ez-toc-section\" id=\"Adding_Value_to_Your_Sales\"><\/span><b>Adding Value to Your Sales<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<blockquote class=\"wp-block-quote\">\n<h2 class=\"wp-block-heading\" id=\"h-educate-and-inform-instead-of-interrupt-and-sell-david-meerman-scott\"><span class=\"ez-toc-section\" id=\"%E2%80%9CEducate_and_inform_instead_of_interrupt_and_sell%E2%80%9D_%E2%80%93_David_Meerman_Scott\"><\/span><span style=\"font-size: 14pt;\"><b><i>\u201cEducate and inform instead of interrupt and sell.\u201d &#8211; <a href=\"http:\/\/twitter.com\/dmscott\" target=\"_blank\" rel=\"noopener noreferrer\">David Meerman Scott<\/a><\/i><\/b><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<\/blockquote>\n\n\n\n<p><span style=\"font-weight: 400; font-size: 14pt;\"><br>There&#8217;s a higher chance of creating interest in the buyer, if you spend time and resources understanding and reinforcing the reasons why your offer is valuable to the purchaser.<\/span><\/p>\n\n\n\n<p><span style=\"font-size: 14pt;\">Through value-based selling, you increase the likelihood of a transaction as well as the price the purchaser is willing to pay.<\/span><\/p>\n\n\n\n<p><span style=\"font-size: 14pt;\"><span style=\"font-weight: 400;\">If you\u2019re willing to listen to the potential buyer, you increase the prospect\u2019s confidence in you and your understanding of the situation. According to <\/span><a href=\"https:\/\/www.oracle.com\/\" rel=\"nofollow&quot;\"><span style=\"font-weight: 400;\">Oracle<\/span><\/a><span style=\"font-weight: 400;\">, customers may not want to be aggressively sold, but they do want your help. You just have to deliver it in the right way.<\/span><\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Today\u2019s prospects know how to filter and avoid well-crafted marketing tactics. Many salespeople fall into the trap of describing their products and services to their prospects. <\/span><\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-customers-know-what-they-want-to-buy\"><span class=\"ez-toc-section\" id=\"Customers_Know_What_They_Want_to_Buy\"><\/span><strong><span style=\"font-size: 18pt;\">Customers Know What They Want to Buy<\/span><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p><span style=\"font-weight: 400; font-size: 14pt;\">In this age of information overload, it\u2019s likely that your prospect already knows all about what you offer. Instead, start by identifying the problems your prospects face. Stand out by discovering information that will help you emphasize the value of your offer and frame your price accordingly.<\/span><\/p>\n\n\n\n<blockquote class=\"wp-block-quote\">\n<p><b style=\"font-size: 14pt; text-align: center;\"><i>\u201c<\/i><\/b><b style=\"font-size: 14pt; text-align: center;\"><i>If you sell something, you make a customer today, but if you genuinely help someone, you create a customer for life.<\/i><\/b><b style=\"font-size: 14pt; text-align: center;\"><i>\u201d &#8211; <a href=\"http:\/\/twitter.com\/jaybaer\" target=\"_blank\" rel=\"nofollow noopener noreferrer\">Jay Baer<\/a><\/i><\/b><\/p>\n<\/blockquote>\n\n\n\n<p><span style=\"font-weight: 400;\"><span style=\"font-size: 14pt;\"><br>You can frame the solutions you present in terms of their specific problems. This will make your prospect feel understood and validated and more likely to get excited about the value you offer. Eventually, you should be able to understand how, why, and how much your offer will benefit the customer, and you\u2019ll be able to connect more effectively, and ultimately land more sales.<\/span> <\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Let me repeat it: \u201cAlways sell based on the value your offer provides, not the cost\u201d. When your marketplace views your business as an adviser rather than a self-serving salesperson, you&#8217;ll experience lower sales resistance and<a href=\"https:\/\/outgrow.co\/increase-sales\/\"> increased sales<\/a>. &nbsp;The trick is to put prospects&#8217; needs first and helping them make sound, informed decisions rather than pushing for the sale at all costs.<\/span><\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-how-do-i-do-it\"><span class=\"ez-toc-section\" id=\"How_Do_I_Do_It\"><\/span><b>How Do I Do It?<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p><span style=\"font-size: 14pt;\"><i><span style=\"font-weight: 400;\">So what is the best way to help somebody? What is it that you do differently? What can help potential customers with deciding if they really want your product?<\/span><\/i><\/span><\/p>\n\n\n\n<p><span style=\"font-size: 14pt;\"><span style=\"font-weight: 400;\">The good news is, <\/span><b>creating helpful content is actually quite easy<\/b><span style=\"font-weight: 400;\">. Think of all the possible problems you\u2019d often be asked to solve by prospective buyers. Write content around each of those customer problems. Within those areas, you will probably find a number of questions, issues, or considerations that a prospective buyer may want to know more about, leading you to exponentially more content topics.<\/span><\/span><\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter\"><img decoding=\"async\" width=\"1024\" height=\"736\" src=\"https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2017\/06\/Content-cartoon-1024x736.jpg\" alt=\"value based selling\" class=\"wp-image-18668\" srcset=\"https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2017\/06\/Content-cartoon-1024x736.jpg 1024w, https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2017\/06\/Content-cartoon-300x216.jpg 300w, https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2017\/06\/Content-cartoon-768x552.jpg 768w, https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2017\/06\/Content-cartoon.jpg 1200w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure><\/div>\n\n\n<blockquote class=\"wp-block-quote\">\n<p><em><strong><span style=\"font-size: 14pt;\">Also Read: <\/span><\/strong><span style=\"font-size: 14pt;\"><a href=\"https:\/\/outgrow.co\/blog\/clickbait-click-worthy\" target=\"_blank\" rel=\"noopener noreferrer\">How to Be Click-Worthy Without Being Clickbait<\/a><\/span><\/em><\/p>\n<\/blockquote>\n\n\n\n<p><span style=\"font-weight: 400; font-size: 14pt;\"><br>To be honest, you\u2019re really helping yourself here since every time a buyer seeks out answers to their queries in the form of interactive content like a quiz, calculator, <a href=\"https:\/\/outgrow.co\/survey\/\">online survey<\/a>, poll, or even an infographic that you have posted, you can track the lead generation and follow up accordingly.<\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\"><span style=\"font-size: 14pt;\">According to Ceros, 93% of marketers say interactive content is effective at educating buyers. The content that you create is the conduit by which you drive engagement, affinity, leads and sales. Thus, interactive experiences are measurable, providing rich audience and individual insights into content consumption, engagement, and conversion.<\/span> <\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Your measurable interactive experience will be able to engage the customer, providing you with their information.<\/span><\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-calculators-and-quizzes\"><span class=\"ez-toc-section\" id=\"Calculators_and_Quizzes\"><\/span><strong>Calculators and Quizzes?<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Calculators and quizzes trump static content form when it comes to engaging users and generating leads.&nbsp;<\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Nearly 46% of our fellow marketers are already using interactive content like calculators and quizzes (<a href=\"http:\/\/contentmarketinginstitute.com\/2017\/06\/interactive-content-customer-experiences\/\" target=\"_blank\" rel=\"nofollow noopener noreferrer\">Source<\/a>). Their top reason for doing so? Engagement \u2013 followed by educating the audience, creating brand awareness, and lead generation.<\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400; font-size: 14pt;\">Crew. co has a calculator that tells you how much it would cost you to build an app. Salesforce helps you calculate your <a href=\"https:\/\/blog.salesflare.com\/benefits-of-crm?_sfd=21wvx\">CRM benefit<\/a> with its own calculator. Venturepact, a SaaS firm, created a mobile app cost calculator to help its client with budgeting woes and ended up generating more than 11K leads through it.<\/span><\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" width=\"1024\" height=\"487\" src=\"https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2023\/07\/CRM-Benefit-Calculator-new.png\" alt=\"Calculators and Quizzes\" class=\"wp-image-50550\" srcset=\"https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2023\/07\/CRM-Benefit-Calculator-new.png 1024w, https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2023\/07\/CRM-Benefit-Calculator-new-300x143.png 300w, https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2023\/07\/CRM-Benefit-Calculator-new-768x365.png 768w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure><\/div>\n\n\n<p class=\"has-text-align-center\"><a href=\"http:\/\/pages.mail.salesforce.com\/page.aspx?QS=38dfbe491fab00ea46e3e47c05de632983701b97c058340bf858c3a957a3d91c\" rel=\"nofollow\">Source<\/a><\/p>\n\n\n\n<blockquote class=\"wp-block-quote\">\n<p><em><strong><span style=\"font-size: 14pt;\">Pro Tip: <\/span><\/strong><span style=\"font-size: 14pt;\"><a href=\"https:\/\/influencers.outgrow.us\/How-many-more-leads-will-I-get-from-interactive-content\" rel=\"nofollow\">Find Out How Many More Leads Can you Get through Interactive Content<\/a><\/span><\/em><\/p>\n<\/blockquote>\n\n\n\n<p><span style=\"font-weight: 400; font-size: 14pt;\"><br>It just doesn\u2019t stop there. You have ROI calculators for banks, mortgage calculators for loan <\/span><span style=\"font-weight: 400; font-size: 14pt;\">providers, scholarship calculators for universities, and so on. At Outgrow, we have developed a lot of these calculators and the feedback is remarkable. Almost all the clients have seen an increase in lead generation. <\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400; font-size: 14pt;\">And how can we not talk about quizzes? The famous New York Times graded quiz, for instance. It became the top NYT story for the year 2013. And surpassed news announcements like Obama\u2019s second presidential term or Pope Benedict XVI&#8217;s resignation.<\/span><\/p>\n\n\n\n<p><span style=\"font-weight: 400;\"><span style=\"font-size: 14pt;\">Intrigued? You have to read this about Buzzfeed quizzes, then. 96% of users who take a Buzzfeed quiz, finish it. And one of their quizzes was viewed 22 Million times! This reveals a lot about the engagement and conversion rate of these tools. In fact, it\u2019s been proven how effective quizzes and calculators are when used through the different stages of the funne<\/span>l.<\/span><\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter\"><img decoding=\"async\" width=\"600\" height=\"582\" src=\"https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2017\/06\/CMI-Interactive-Content-Survey_1.png\" alt=\"interactive content for value based selling\" class=\"wp-image-18667\" srcset=\"https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2017\/06\/CMI-Interactive-Content-Survey_1.png 600w, https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2017\/06\/CMI-Interactive-Content-Survey_1-300x291.png 300w\" sizes=\"(max-width: 600px) 100vw, 600px\" \/><\/figure><\/div>\n\n\n<p><span style=\"font-size: 14pt;\">You can use value-based selling to engage customers and create a buying situation where the customer is less focused on price and more anxious to start realizing the benefits. This allows sellers to successfully close transactions more often with better profit margins and saves time that can then be dedicated to more customers.<\/span><\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large is-resized\"><a href=\"https:\/\/app.outgrow.co\/signup\"><img decoding=\"async\" width=\"1024\" height=\"210\" src=\"https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2023\/04\/general-cta-6-1024x210.png\" alt=\"General CTA\" class=\"wp-image-46895\" style=\"width:804px;height:auto\" srcset=\"https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2023\/04\/general-cta-6-1024x210.png 1024w, https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2023\/04\/general-cta-6-300x62.png 300w, https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2023\/04\/general-cta-6-768x158.png 768w, https:\/\/outgrow.co\/blog\/wp-content\/uploads\/2023\/04\/general-cta-6.png 1198w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/a><\/figure><\/div>\n\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Value Based Selling: How to Sell by Not Selling If you are in sales, it\u2019s very likely that you\u2019ve been yelled at, ignored, lied to, or at times, even chased away. Sale is a profession just like law, medicine, engineering, or even marketing. Despite that, why do people push away sales guys? Honestly, prospects hate&#8230;<\/p>\n","protected":false},"author":20,"featured_media":49018,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_kad_post_transparent":"","_kad_post_title":"","_kad_post_layout":"","_kad_post_sidebar_id":"","_kad_post_content_style":"","_kad_post_vertical_padding":"","_kad_post_feature":"","_kad_post_feature_position":"","_kad_post_header":false,"_kad_post_footer":false,"footnotes":""},"categories":[267],"tags":[88,110,109,127],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Why Your Brand Needs Value Based Selling? Learn &amp; Grow with Outgrow<\/title>\n<meta name=\"description\" content=\"How do you sell? How to reach out to potential buyers? 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