Value selling is defined as a ‘sales technique that relies on building on the inherent value of a product or service rather than simply ‘pushing’ the product through a massive advertising and marketing campaign. This method is more suitable for a bespoke approach that has been tailor-made to target a specific subset of potential customers. Following are some tips of the art and science of ‘value selling’
Don’t Push
When it comes to ‘value selling’, the most important thing to remember is not to ‘push’ your product by talking about it right from the beginning. It would be far better to initiate a conversation and explain with clear and lucid examples exactly how your product can help your customer. You can do this quite simply by asking the most relevant questions so as to be able to understand your customer’s questions and in this way, come up with the best possible solutions to the same.
Hone and Fine Tune Your Own Skills
Sales skills are an absolutely imperative part of the value selling preposition. As a matter of fact, if you don’t know how to sell, the chances are you might not be able to clinch that potentially lucrative deal. 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 professional trainers who know their work. This is because such skills may well prove to be an integral 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. This is because it denotes a paradigm shift in sales thinking. Every sales effort is important, but when it comes to high value potential clients, personal calls should be undertaken to acquire those coveted conversions.
For this purpose, it may be necessary to provide as much information in a single conversation as is possible to your client. Moreover, it is imperative that it be an actual ‘conversation’, not a one way boring recital of facts. You have to be genuinely interested in the client’s problems so as to be able to advise him with the best possible solution, so much so that they would want to ask your opinion whenever they feel the need to switch to any other product or company.
Do Your Homework Beforehand
Before making a personal sales call, it is wise to know that person’s likes and dislikes, i.e. their peccadilloes and idiosyncrasies beforehand. This way, you would be able to give them what they might want most; namely, a highly personalized experience for their individual needs.
