Keep Your Value Visible

What you hear throughout value selling training is that you need to keep your value visible.  At LSA Global, we call it MVV – Make your Value Visible.

Value selling may be challenging to practice effectively, but it makes good, common business sense. It is not rocket science to understand how much more powerful it is than more traditional or transactional selling. Persuading your customer of the value your solution brings to them in terms of real business results is far more effective than a generic list of your service’s benefits. Ergo, if value selling is the way to go, keep your value in front of the customer each time you interact in order to enhance the relationship and their commitment to you. 

One of the early ways to provide value and ensure that you are truly in sync as business partners is to provide a summary of each meeting. This will be helpful to you both as you move forward with the agreement to work together and it keeps you in front of the sales process. This is just where you want to be…at the helm, steering toward the agreed-upon and mutually beneficial goal.

Here are some value selling tips on how to prepare a summary that works in your best interest and theirs:

1. Make sure that the summary is not just a copy of your action steps toward your goal of a deal.
Remember that the customer needs to feel that helping them and their business is your primary focus. So each milestone should be articulated in the customer’s language in a way that aligns with their business strategy and unique organizational culture. They want to see how each step brings them closer to the solution you have agreed upon. They, too, should have milestones to reach. To secure their acceptance of what you understood to be the plan, ask them for their input and, if there are no corrections or additions, for their sign-off.

2. Check regularly on progress and make changes as necessary.
The summary will provide an ongoing checklist of action items, deadlines and results. Not only does this keep both you and your customer on track, it also prevents misunderstandings. Another real benefit is that it keeps the ultimate goal in front of the customer so your solution does not get lost in the day-to-day implementation. 

The value of your plan to solve their problem and your unique approach can be reiterated and tweaked as you move forward…a good way to reinforce your value and secure the deal.

Learn more at: http://www.lsaglobal.com/solution-selling-training