Value selling is defined as a ‘sales techniques that rely on building on the inherent value of a product or service rather than simply filling client orders or ‘pushing’ the product though a massive advertising and marketing campaign. This sales method is more suitable for a bespoke approach that has been tailor-made to help a client succeed. Following are some tips of the art and science of ‘value selling’
· Don’t push features and benefits
When it comes to ‘value selling,’ the most important thing to remember is not to ‘push’ your product or service. Always start with the client. It would be far better to (1) initiate a conversation that identifies what matters most to your buyer, (2) link how your solution directly helps them to succeed and (3) articulate your value add that differentiates you from the other alternatives available in the marketplace. You can do this quite simply by asking effective questions to understand your customer’s most pressing goals and challenges.
· Hone and fine tune your selling skills
Fundamental sales skills are an imperative part of value selling. As a matter of fact, if you don’t know the selling basics, the chances of being able to consultatively sell value are slim. If you do have the raw talent to be a good salesman, it would be advisable to have those skills honed to a razor’s edge by proven and professional sales trainers as a foundational part of your value selling armory.
· Concentrate on high value conversions
The age old adage, ‘quantity is always better than quality in the sales world’ does not hold sway when it comes to the value selling process. Value selling denotes a paradigm shift in sales thinking. Only sales activities that add value to your client from their perspective are important.
To add consultative value in the sales process, you need to be genuinely interested in understanding and solving the client’s problems in a way that puts them first and foremost. Of course it must make sense for you and your business, but not at the expense of your client.
· Do your homework before hand
Before any sales call, you should invest the time to prepare. The more you know about the industry, company and person – the better. You need to learn enough to earn their trust so you can identify what matters most and link your solution to their needs.