“Value-added selling is about proactively taking control of the sales conversation and driving it down a path of value and away from price.” – Paul Reilly
Price becomes an issue only in the absence of value.
Value is not all about the products and services you tie to a #relationship or deal – it is every investment you are making both for the client relationship and true holistic partnership you can embark on together.
Sellers struggle to sell value because they focus on overcoming a price objection rather than building the proper foundation that prevents price objections.
Furthermore, just as sellers have a process, buyers have one, too! We cannot fit the same mold as the sellers who have come before and failed – in how we prospect, perform needs analysis and build the relationship.
Provocative, thought-provoking questions, collaborating with true long-term lens, and shifting the discussion to focus on total cost versus price will regain control of the conversation and re-center on value.
Value can be what gets you in the door and keeps you there; if the business case has been built on value, and the right business influencers are involved, you can avoid price objections altogether.
I am a Christian, Husband, Dad, workaholic and author.
Biography
Carson Vincent Heady was born in Cape Girardeau, MO, graduated from Southeast Missouri State University and moved to St. Louis in 2001. He has served in sales and leadership across Microsoft, AT&T, Verizon and T-Mobile.
Carson is best-selling author of the Birth of a Salesman series, the first book of which was published by World Audience Inc. in 2010. He released The Salesman Against the World in 2014, A Salesman Forever in 2016 and Salesman on Fire in 2020. He is also featured in Scott Ingram’s B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals.
Carson is a 7-time CEO/President’s Club winner across 5 roles at AT&T and Microsoft and National Verizon Rockstar winner. He has been recognized as a top social seller at Microsoft and is consistently ranked in the top 25 sales gurus in the world on Rise Global. He is included among the Top 50 sales authors on LinkedIn.
With over 330K social followers, Carson has also been interviewed on over 30 sales and leadership podcasts, by such luminaries as Jeffrey & Jennifer Gitomer, Jeb Blount, Brandon Bornancin, Sam Dunning, Larry Levine, Darrell Amy, Scott Ingram, Thierry van Herwijnen, Jim Brown, Sam Jacobs, Luigi Prestinenzi, Donald Kelly, Marylou Tyler, George Leith, Pat Helmer, Eric Nelson, Ron Tunick, Jeff Arthur, Mary Ann Samedi, Jean Oursler, Andre Harrell, Marlene Chism, Bill Crespo, Matt Tanguay, Josh Wheeler and Chad Bostick. He has also co-hosted the Smart Biz Show on EG Marketing Radio.
His articles have appeared in several noteworthy publications such as SalesGravy, Smash! Sales, Salesopedia and the Baylor Sports Department S3 Report.
Carson lives in St. Louis, MO, with his wife Amy and daughters Madison, Sidonia and Charlotte.
The Life and Times of Carson V. Heady 