#44 Selling using radical value, a deep-dive with Mark Boundy
Company leaders and managers need to radically rethink how they sell. They know they need to be customer focused but don’t know what that means or how to measure it.
What is value? Value is about customer outcomes.
Customers buy outcomes; not the products or services we think we are selling them. Grow the desireability of an outcome. Yet one of the pitfalls of leading salespeople is that some have a tendency to skip steps to win.
How do value-focused companies act, feel and perform radically differently?
SILOS – how do customers' silos limit the value you bring? Silo-limited customers with narrow buying processes lock salespeople into poorly differentiated selling processes.
What is DIFFERENTIATION? Something that only you can deliver.
How do you differentiate? How do you uncover value for the customer? How can a salesperson guide a customer to a better decision?
What is VALUE-BASED PROSPECTING – ‘I recently achieved this outcome’ . . .
PRICE is the mother’s milk of profits. What can you tell us about pricing power?
Cost-cutting; You can’t shrink your way to growth.
You urge companies to make everyone who comes in contact with a customer to act and think like a seller looking for value gaps. What can People Managers do to make it all work?
ABOUT MARK BOUNDY
Mark Boundy has worked in electronic components, telecom services, finance for commercial real estate, and banking. In all those industries, his was the highest priced option, which means Mark is an expert on value.
He’s author of Radical Value’, which describes the importance of customer-centricity.
Mark holds a degree with high distinction in Business Administration from the University of Michigan's Ross Business School and lives in Phoenix, Arizona, USA.
ABOUT HOST, NINA SUNDAY CSP
Author of ‘Workplace Wisdom for 9 to thrive; the 12 soft skills everyone needs to know for workplace success', Nina frequents the speaking stage, in-person in Australia/New Zealand and virtually to international audiences from a professional studio on transforming team culture through Second Curve Thinking and constant reinvention.
With a Bachelor of Arts and Diploma in Education, and graduate of the 3-year program of the Australian Film, TV and Radio School, Nina worked as Production Manager in television, before founding the training organisation, Brainpower Training Pty Ltd, now leading a team of Facilitators Australia-wide.
Nina is a past chapter president of Professional Speakers Australia, a CSP (Certified Speaking Professional) and twice-certified CVP (Certified Virtual Presenter) which means she can present virtually for any timezone globally.
If Manage Self, Lead Others inspires you, you can book Nina as a speaker for your conference visit https://ninasunday.com .
Brainpower Training's face-to-face and online workshops in Productivity, Communication, Leadership or Change and will take your team to the next level. Visit: https://www.brainpowertraining.com.au/training-topics/
Follow Nina Sunday on LinkedIn: https://www.linkedin.com/in/ninasunday/
The Manage Self, Lead Others podcast is mainly for experienced and aspiring managers to explore ways to elevate and transform team culture. Each week, Nina Sunday speaks with key experts from Australia and across the globe who share their insights in self-leadership and leading others. Fiercely Australian. Fiercely global.
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