Test your assumptions and revise your selling story for each audience.
Company: Avchem, Inc.
Industry: Supply chain & material management.
Situation: Defining and selling a new material management service into a conservative industry where bureaucratic levels have a vested interest in the status quo.
Success measure: Achieve a transformative sale that will lower the bar on material management cost for the industry, making the client's approach the de facto standard.
BentonsEdge built a series of Value-Stories for Avchem's multiple sales situations.
Avchem employed the BentonsEdge Value-Story Selling™ process to develop a series of messages and a sales deployment roadmap with which to navigate the complex, risk-averse, sometimes hostile corporate sales environment.
Working with Avchem’s sales staff and personnel who had first-hand customer knowledge, BentonsEdge built a series of visual stories, and coached the team on the sales situations they would face.
Are you asking your buyer to risk his reputation, or are you handing him a slam-dunk opportunity to be a hero?
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