Why Value Conversations & Value questions shorten sales cycles (1/2)

Interesting insights into the concept of Value Conversations and Value Questions
Value conversations

Value conversations

A value conversation is a conversation that focuses on exploring the personal beliefs, opinions, and values of the participants. It is a type of conversation that is designed to facilitate understanding and connection by asking open-ended, thought-provoking questions that encourage individuals to share their perspectives and experiences.

Value conversations can be useful in a variety of contexts, including personal relationships, business, and even politics. By engaging in value conversations, individuals can better understand each other’s motivations, priorities, and perspectives, and find common ground and areas of agreement. These types of conversations can also be a way to challenge and expand one’s own values and beliefs, by exposing oneself to new ideas and viewpoints

Listen, don’t speak

When 2 people communicate, the one who talks most of the time will enjoy the conversation more then the other. In a sales context, it is advisable to let your prospect be the happy one. Hence, we should have them talk more than us. We can do that by asking value questions.

Value questions are questions that ask about the personal beliefs, opinions, or values of an individual. They often begin with words like “what,” “why,” or “how,” and are used to explore someone’s motivations, perspectives, or priorities. For example: “What do you value most in a relationship?”, “Why do you think honesty is important?”, or “How do your personal values influence your decision-making?” These types of questions can be used to better understand someone’s thought processes and help facilitate deeper conversations and understanding.

In sales, value questions can be used to help identify the needs and priorities of a potential customer, and to understand how the product or service being offered aligns with those needs. For example, a salesperson might ask a value-based question like “What are your top priorities when doing an activity my solution supports ?”, “How will you see and feel that the solution you chose, fits perfectly into your daily routine?”, or “What is most important to you when making a purchasing decision?”. By asking value questions, the salesperson can get a sense of what matters most to the customer and tailor their pitch accordingly.

Trusted advisorship

Value questions can also be used to help establish trust and rapport with the customer, by showing that the salesperson is interested in their needs and concerns. By actively listening and demonstrating empathy, the salesperson can build a relationship with the customer and create a more personalized and effective sales pitch.

Other key strategies that can help you build trusted relationships with customers:

  1. Be transparent and honest: Customers appreciate honesty and transparency, so be upfront about your products, services, and policies.
  2. Communicate effectively: Make sure you are clear and concise in your communication, and actively listen to your customers to understand their needs and concerns.
  3. Provide excellent customer service: Go above and beyond to meet the needs of your customers and resolve any issues they may have.
  4. Be reliable and dependable: Follow through on your commitments and meet deadlines to show your customers that they can rely on you.
  5. Show your customers that you value them: Make an effort to get to know your customers personally and show them that you appreciate their business.

By following these strategies, you can build strong, trusted relationships with your customers that will lead to shorter sales cycles and longer customer life cycles.

About the author

Hans Demeyer coaches and trains sales teams and entrepreneurs in communicating effectively. He has a long and proven success record and works for smaller and larger companies including Microsoft, Bechtle Europe, HP, Proximus, etc..

Hans offers both on demand services as well as H.A.A.S (Hans as a Service) services. Read more on www.hansdemeyer.be or check https://www.linkedin.com/in/hansdemeyer

Leave a Reply