Value Based Selling is the Icing Your Sales force needs (Article Sample)

Value Based Selling is the Icing Your Sales force needs The core idea of Value Based Selling is to identify the reasons how your product or service is going to add ‘extra value’ to the buyer. Many sales people just regurgitate product benefits, functions and features. What they don’t reinforce are the actual reasons why their product or service is of value to the buyer. Subconsciously all the buyers are looking for products that add value to their business, but in fact, over 70% of the buyers think that everybody is selling relatively the same thing, just at different prices. Honestly this is understandable, because from the buyer’s perspective, everybody is actually selling pretty much the same thing. The competition is severe, and it’s difficult to stand out with the product that offers similar benefits. When making a sale, it is important to motivate the buyer on the product is going benefit the company, and how it can make their lives easier. Therefore, Value Based Selling requires salesperson to appeal rational and emotional sides of the buyer. Here are 2 recipes of the icing you might be missing: 1 Don’t be price focused You don’t have to motivate your buyer only on the basis of price because most of the time, the buyer doesn’t prioritize ...