Putting the Value in Value Added Selling
People talk about “Value Added” selling. Isn’t it common sense? Any good salesperson needs to add as much value as they can in the sales process to be an effective salesperson. There’s always competition in the sales process. To be successful, a salesperson needs to add measurable value above and beyond what the competition can provide. People are always looking for the best value for their buck. In my mind value added selling is all about customers:
- Perceiving the value. It isn’t value added if your customer doesn’t perceive it as value added. Make sure you explain to your customer what additional product or service features they will receive.
- Knowing the value. If they don’t know they are getting it they don’t see the extra value. Value added selling is all about creating additional value when you are selling something to someone.
- Wanting your value. You are the added value. Most people do business with a specific person because they want to. Add your style of value. Your experience is unique use it to your advantage.
- Seeing your strengths. Don’t sell yourself short. Focus on your strengths and leverage them where you can. Play to your strong suit and work on your weaknesses. Understand the strengths that you add to a sale. If you aren’t good at technical explanation, then add someone else to your sales team that can handle technical discussions.
- Understanding your capabilities. Be self confident. Go in knowing you are the most knowledgeable about the products or services you are selling. Don’t use technology as a crutch use it as a tool to improve your sales presentation.
- Becoming comfortable with your candor. Always provide more than you promise. Don’t add value that you can’t provide.
- Distinguishing value from price. Value added isn’t about being the cheapest. It is about being the best value for the dollar. Make sure your customer understands that value.
- Getting needed value. Added value isn’t about adding something your customer doesn’t need; it’s about adding something your customer doesn’t know they can’t do without.
Value added sales is all about properly communicating with your customer, explaining to them the added value they will receive, and showing them how to distinguish value from price. In the end you add value to the sales process because of your unique knowledge and experience, leverage it where you can.