When you fully understand the concept of customer value,
When you make full use of the concept of customer value, it creates a sea change in the way you sell, market and design your products and services. VCO consultants has been working with companies and independents for over 25 years and draws on a wealth of hands-on expertise as well as pioneering several areas of original research.
Being value-centred, is a simple concept and it really works. Here’s a real example, quoted by Magnus Josephson, a long-term client of VCO based in Sweden, who has built a superb reputation as Sweden’s no 1 expert in public-sector procurement.
In a meeting with potential buyers, Magnus was challenged on his fees: “Mr Josephson, we’ve spoken to four providers and you have the highest price”. Magnus replied “I certainly hope so!” and went on to win the business. Why? Because he had already established a superior value-proposition with the customer, which justified a premium price.
Applying our value-centred principles, our clients have discovered that they are securing more business and at premium prices. As a basis for all our sales training, it has been shown that, unlike many sales techniques which do not apply to all personality types, Value-Centred Selling is readily grasped and used by the whole team.