Salesforce Consultancy 101: Value-based Selling

by | Jul 26, 2021

There are two types of sales people within the Salesforce ecosystem. Those that sell Salesforce. And those that sell “themselves” and their services. Let’s focus on sales teams offering Salesforce consultancy services (implementation & managed services).

Zooming at: Case of the Valuedo Company

Michelle is a Business Development Director. It’s the beginning of the fiscal year and she is currently finalising the strategy for her department. There are several goals that need to be achieved and a couple of areas that need improvement in comparison with last year. 

5 Golden Rules of Value-based Selling

Last year, the BDR department received feedback on the team described by words “too pushy”, “selling price” or “selling everything”, “no idea what he sells”, “did not understand my business”. Now, Michelle’s job is to adapt a new Value-based sales strategy. How to achieve that? There are x golden rules to make Salesforce services you offer irresistible for a specific client. 

“I am selling a solution to your problem, not a product”. 

The bottom line of a successful sale is knowing the product – but not selling a product. First-things-first a salesperson needs to understand what they are actually selling with all its perks. Then it is much easier to identify how exactly it can help solve a specific customer’s issue. 

I will always be on the same page with the Delivery team/Consultants.”

That’s right. It is understandable that a salesperson is not in daily touch with every consultant. However, the only way to help customers is to know your capabilities. When it comes to – people skills & experience with specific projects and mainly: their availability. One of Valuedo’s prospects is a Pharma company seeking a CPQ solution. How great! One of Michelle’s sales people Mike immediately thinks of a consultant Richie, who was involved in a project just like this recently. Before promising anything to a client, Mike makes sure that Richie is available to help with a new project. 

“I will ask you questions until I am fully familiar with your business and can relate to your pain points.”

Knowing what you offer is not enough. It is not rocket science, but personalization is crucial. Get involved in every project in a particular way, depending not just on a company portfolio (size, industry) – but also their culture, business model, people and their deepest desires. So the more questions you ask – the more you understand – the easier it is for you to be an advisor. 

 “I will educate you instead of giving you tons of marketing materials and spamming you with irrelevant promotional emails.”

Prove to your potential customer that your company does not need a super fancy video for thousands of dollars to show your capabilities. Rather share stories. Arrange referral calls with customers with similar business like your new prospect has. Let them share their experience. This way you are selling reality (real stories), not just the “best” or “cheapest” solution.  

“I will take that extra-mile and give each prospect something that competition will not.”

This is what everyone wants. To be the first one to hear the updates, to know tips & tricks they would not learn anywhere else. The role of a salesperson here is to make the life of your prospect easier. For example, you can show them tricks on how to use Salesforce CPQ in the most productive ways (maybe something you have experienced in the previous project)? Or how to avoid losing any data. You can share the best ways to reach your support team (pretty much any information that is not available online). 

At the end of the day, the ultimate goal when it comes to selling your Salesforce consultancy (successfully) is to: Eliminate all your prospect fears. If you follow Michelle’s guide and tips, you will be well-prepared to sell the true value of your services. 

If you are interested to learn how Salesforce CPQ can guide you to sell the value, get our free whitepaper copy:

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