Want to Succeed in Sales? Make Sure You Are Adding the “Right” Value

Value selling is often about helping your clients find the final piece to a complicated puzzle.

While it may be tempting to begin with your solutions and your expertise, it is better to start by clearly understanding the problem that your client is trying to solve. While it may seem rudimentary that you cannot add value to an undefined goal, problem, or need, many sales people neglect this important step.

Before you start touting your wares, make sure that you:

1. Clarify the Goals, Problems, and Needs. This includes establishing (with the client) why the problem needs solving for them, for their boss, and for the company as a whole. You will know when you have successfully clarified the problem when you can articulate it in one clear sentence with which your client concurs.
   
   
2. The Right Value. Once you agree, you owe it to your client to make sure that the value that you can provide is worth their investment and the risk. Make sure that you and your buyer agree upon the expected value that your solutions will provide and why that makes sense compared to other investments they are considering.