Today’s customers have more options than ever. If they need a product or service, there’s a good chance multiple businesses can provide what they seek. In addition, they know how to research. Online reviews and rankings help narrow down the options until they find a provider they’re happy with. It’s no wonder lists of features and benefits don’t often sway the enlightened customer of today. Instead, they want genuine solutions that deliver tangible and long-lasting results.

Shifts in customer preferences like this demand new approaches, and that’s where value-based selling comes in. Businesses are shifting from discounts and cost-cutting to sales tactics that highlight the long-term benefits of their products or services. But to truly offer a value-based sales proposition (aka “value sales prop”), you need top talent in your sales department. Here’s a look at the rise of value-based selling and how recruiters can find the sales professionals to make it happen.

What is Value-Based Selling?

Value-based selling is a customer-centric approach to sales that focuses on solving problems over products and their features. Instead of pushing a long list of details, salespeople act as consultants with the goal of providing long-term solutions. The value-based paradigm aims to communicate how your product or service can directly address customer needs and provide meaningful value.

Salespeople employing this approach emphasize ROI and long-term impact over price-based incentives. Price is no longer the primary selling point. Instead, there’s an emphasis on increased efficiency and long-term cost savings. A high-level example of value-based selling is a tech company saying, “Our software will save you $10,000 per year in operational costs and increase productivity by 30%,” instead of a message like, “Our software is 10% cheaper than our competitors.”

By focusing on customer needs and promoting tangible results, value-based selling helps build strong client relationships. Customers feel understood and look to their salesperson as a trusted partner. This, in turn, leads to higher customer retention rates. One study shows that 96% of salespeople employing the value-based approach outperformed their peers. Unsurprisingly, businesses in all industries are now turning to value-based selling to increase revenue.

Why You Need Top Sales Talent for Value-Based Selling

To switch to value-based selling, you need the sales talent to pull it off. Not all salespeople have the mindset or experience to adopt a value sales prop successfully. Recruiters should look for sales candidates with these attributes:

Solution-Oriented Mindset

The key to value-based selling is understanding the customer’s challenges and aligning solutions with their business pain points. Look for candidates with a solution-oriented mindset. The top sales talent will have the innate ability to understand the customer’s needs and how to turn products or services into tailored solutions.

Strong Client Engagement

Building trust and long-term partnerships are critical for value-based selling. Look for sales talent with a proven record of building rapport with clients. Salespeople need to actively listen to their clients and demonstrate an ability to predict their needs. With stronger client relationships, salespeople can assume the consultant role seen in value-based selling.

Better Closing and Retention Rates

Ultimately, value-based selling should lead to clear and measurable benefits. Top sales talent will have a history of closing deals and retaining customers, two key metrics that can be easily measured. Better closing and retention rates prove that customers look to a particular salesperson as a trusted advisor who can deliver value.

How MRINetwork Helps You Find Sales Talent That Delivers

With many businesses embracing value-based selling, there’s incredible demand for top sales talent. If your recruiting team has struggled to find and hire salespeople who can deliver with this new approach, MRINetwork is here to help.

MRINetwork’s recruiting offices specialize in identifying top-tier sales professionals with expertise in value-based selling. Our experienced recruiters understand the sales landscape and can effectively screen candidates for the skills needed to succeed in value-based selling. We prioritize candidates with a proven ability to build strong client relationships, the key to value-based selling.

MRINetwork has a deep understanding of multiple industries and various market dynamics. Our unique expertise helps us target sales leaders with the ideal skill set for value-based selling. However, we take the time to match the right sales leaders to your organization’s needs. If your sector benefits from traditional sales approaches, MRINetwork can also find experienced pros adept at building relationships.

The Future of Sales Success

Looking at industry trends and metrics, there’s no doubt that value-based selling is the future of sales. Since today’s customers are smarter and have more options, they’re less likely to be sold on steep discounts or other price-based campaigns. Instead, they prioritize long-term value and ROI. However, your team needs the right type of sales professional to adopt the value-based approach.

MRINetwork recruiters can help you build a world-class sales team experienced with value-based selling. To take your first step into the future of sales success, contact an MRINetwork recruiting office today.