Four Value Drivers of Sales

The seller revealed to the buyer an Unrecognized Problem that the buyer or the buyer's organization was experiencing.

The buyer may not realize they can be saving money, maximizing productivity or increasing their products exposure with your solutions.  Therefore their problem is they are not maximizing their profits, and could be putting more money into their pockets.

The seller established for the buyer an Unanticipated Solution to the problems that the buyer or the buyer's organization was experiencing.

You have the product's (solutions) to solve a customer's problem's/satisfy their needs and improve upon their business.

The seller created or revealed an Unseen Opportunity for the buyer or the buy's organization.

The customer has the opportunity to purchase a beneficial product while they are speaking to you.

You serve as more than just a vendor of products or services, but instead server as a Broker of Capabilities.

Specifically, you served to make available to the buyer the full range of capabilities of our organization in such a way that these capabilities contributed to an expansion or redefinition of the customer's success.

Remember, you not are selling magazine subscriptions here, you are selling solutions that will benefit YOUR customers.