Value-Based Selling

Traditional sales approaches are largely outdated. Salespeople know that it is no longer enough to simply present products; instead, the initial step is to determine the customer's needs. They understand how to argue in terms of benefits and that objections should not be dismissed outright but addressed. However, competition is becoming fiercer and customers are becoming more demanding. Many hopes now rest on consultative approaches such as "Value-Based Selling" or "Solution-Based Selling." But what is really behind these approaches—are they just old wine in new bottles? Haven’t sales managers always sold benefits rather than product features? Are Value-Based Selling and Solution-Based Selling new concepts that can complement or replace traditional selling?