Ten Ways to Sell Value
Your organization must stay on top of the changing business environment. Value Based Selling Framework is our new blog series that highlights 10 ways you can sell value to customers and prospects.
Understanding value is key to selling value. How do you decide what to sell? Value is the thing you offer that someone, an organization, or brand will pay for. How can you determine what people will pay for? To find out what your prospects and customers value, it is a good idea to ask them.
Value-based selling is based on measuring how customers value a product’s worth. It allows companies to sell what customers want, rather than what they need. Most companies and organizations don’t know how to use this concept, or at least not in a formal way. It’s not a common practice. Most of the time, it is costly and takes a lot of effort. Most companies don’t want to accept it.
This article will discuss ten examples of value-based sales, and how they can be used to increase B2B prospecting. These 10 examples of value-based selling are explained in the video. Scroll down if you prefer!
Value-based selling is also known as consultative selling. It’s a way of selling that places the customer first. Value selling is not only about what you offer but also about the value of your products.
Sales representatives who use value-based selling techniques will reap the benefits of:
Conversion rates are on the rise.
Value selling allows you to be closer to your customers. This means you can spend more time listening and finding out what they need. This helps you convert as many leads possible.
Can you sell for more money
If a customer appreciates the product’s value and how it impacts their needs, it will give you an edge and allow you to charge more. Profit is more valuable than loss.
Now that we have established the basics, let’s take a look at value-based selling and the Value Selling Framework.
Value-based selling is the act of emphasizing why your product is valuable to a prospect, lead or customer. Many believe that value-based selling is merely chatting. In fact, it is the exact opposite: listening. A great salesman can listen to his or her prospect and determine exactly what they need.
Value-based selling refers to a method of selling that places emphasis on the customer’s benefit during the entire sales process. Value-based selling aims to prioritise the customer’s needs. This is achieved by guiding prospects through the sales process to ensure they make the right choice, which eventually leads to them purchasing the product.
Now that we have established the definition of value selling, let’s get to the basics of value-based sales.
Ten Actions to Encourage Thoughtful Interactions with Value Selling Fundamentals
1) Be a firm believer in your USP, and be able support it. 2) Take some time to reflect. Keep an eye out for the most influential people in your industry and take their advice. If you’re not already a writer, consider becoming a producer of video content. 5) Take a break before every follow-up or contact. Respect your prospect’s time. 7) Show genuine enthusiasm for your prospect’s work. 8) Do your research 9) Don’t focus on selling. 10) Have a friendly attitude
1) Believe in your USP, and be able support it.
Malcolm X (Malcolm X).
Joe Palladino was Phil Romano’s business associate. He gave me some of his best advice. His message was simple and direct. He said simply, “Be who your are.” Not the type of person a potential client would like you to be. Recognize your worth and be who you are.
Gary Keller’s book The One Item may be worth reading if you approach prospects as a know it all chameleon, or if your USP doesn’t center on one excellent thing.
Be yourself first and foremost and communicate your unique value to the rest.
2) Take some time to reflect.
What’s today’s homework? It’s a great habit to develop.
Set aside 10-15 minutes each day for you. Put your phone down and find a quiet place. Next, create a list with 10 things you can do for your prospects to encourage deliberate change.
You can share ideas that are both educational and entertaining. They will also be more happy. You can give them career advice, suggestions, and help them win the competition. There are many options!
This is your chance to focus on the SUCCESS of your prospect. You will be among the 1% who truly believe in their salespeople. Make every minute count.
Sales tip #2: Create a list with 10 ideas you can give to prospects to encourage deliberate change.
3) Learn from the most influential people in your industry.
I enjoy looking at top players in my region at least once per week and asking myself “Why?”
They are the “top sales dog”. What is their secret? They are acting in this way because they have to.
While I love being unique and being me, it’s also fun to learn from others and be an effective salesperson. Each week I make notes on 35 notecards. These notes are used to record ideas, campaigns and blogs.
You will be amazed at the results of this simple exercise. It’s easy to see the results if you do this exercise on a regular basis.