How B2B salespeople differentiate to win | Infographic | Wilson Learning Worldwide

Selling to Value (Infographic)

How Today’s Highest-Performing Sales Teams Create Unbeatable Competitive Advantage

Download the PDF

Salespeople often assume they know what the buyer values but are really projecting their own ideas of value onto the customer. Today, customers are looking for something more than an explanation of features; they are looking for a new perspective on how best to move their business forward. Garnering a busy decision-maker’s attention requires solutions that are uniquely matched to the customer’s specific value expectations.

This move from a problem-centered approach to a business-centered approach may seem easy, but it requires three things: a mindset change that places the customer’s business ahead of your own, new knowledge by exploring how the customer’s business runs, and new skills to follow the customer’s lead to the next question.

Check Out the Infographic Below
Next Steps

Sales organizations need to develop an approach to selling that differentiates them from the competition. If salespeople simply respond with a needs-based approach, they are only on par with everyone else, offering no differentiation. When your salespeople learn to Sell to Value, they become an unbeatable source of competitive advantage, are able to outmaneuver competitors, and can build long-term customer relationships.

Want to Learn More About Selling to Value?
 Download the 24-page illustrated e-book “Selling to Value: The New Standard for Sales Discovery.

To learn more, contact Wilson Learning Worldwide | Phone: +44.1494.678.121 | Email:

Subscribe now and receive new content directly to your inbox! Please complete this form to agree to receive ongoing information via email from Wilson Learning.

* Required Fields

Wilson Learning wishes to use your details to send you communications regarding our products, services, and insights into leadership and sales training. Your data will not be shared with any third parties and will only be used by Wilson Learning Worldwide, Inc. and its subsidiaries, agents, and authorised distributors.

 I would like to receive further marketing related email communications from Wilson Learning.
Wilson Learning respects your privacy under the General Data Protection Regulation.

I agree. I do not agree.

This site uses browser cookies and pixels to enhance your browsing experience. Learn about our cookie policy here.

I grant permission to use browser cookies and pixels on this site.

Privacy | Legal