Why ValueMatch™?

ValueMatch™ Selling, one of the fundamental building blocks of the ValuePath™ Home Sales System, addresses the gap that exists between the generally accepted selling process used in all housing industries (The Critical Path) and what actually happens in the industry between the sales representative and the typical customer.

Over the last 14 years ServiceTrac, the company owned by William Nowell creator of the ValuePath™ and author of “Value Match™ Selling”, has clearly documented through mystery shopping and satisfaction research that most sales people, even those who are well trained to build rapport, learn the customer’s needs, present a solution and ask customer to buy, do not actually go through the sales process at all. Instead, sales people generally abandon the sales model early in the interaction giving customers control of the conversation. In these situations customers ask questions which sales people then immediately answer, before knowing the true motivation behind the question, ultimately creating in a scenario in which the customer controls the conversation, limits the exchange of information and limits the sales person’s ability to discover real value for the customer. Using the ValueMatch™