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Selling Value Will Help You Compete for Consumer Dollars

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Build Value First

With the economy the way it is, there is greater competition for dollars. People know value and they use value to justify their spending. If you don't build value before you tell them how much it's going to cost, you're done.

Give the People What They Want

So many times I hear from direct sales consultants that they "feel bad for hitting up family and friends" or find it difficult to sell their products to people based on the "canned scripts" they may have been taught. I say, STOP TRYING TO SELL PEOPLE THINGS THEY DON'T WANT OR NEED! Value Selling and Solution Selling are proven, successful, sales techniques in the B2B market. I use these same techniques in my direct sales business and they should work in any sales situation. The main idea is to understand what value you and/or your products have to offer your customers along with what needs you can meet or issues you can address. Once you know the value of your product you will be in a better position to sell customers what they actually want to buy.

Listen to the Customer

Some salespeople confuse presenting with selling - and just don't know when to stop

So you took the first step, you know your products well and you have thought about the value you can provide. Now you need to understand your customers and what they need or what issues they would like to address. The key to gaining this information is to LISTEN to your customer and WATCH their reaction to the value propositions you are giving them. Many sales people fail because they are the sterotypical ?pushy salesperson? who gives the same pitch and pushes the full product line to everybody they come across. If you want to build loyal customers who like to buy from you, you need to focus on selling them the products they want at the time they want to buy it

Value Selling in a Nutshell

1. Know your products

2. Build your value proposition

3. LISTEN and WATCH your customers for what they respond positively to

4. Sell your customers the products they actually want to buy

5. Enjoy your increased sales!

Price vs Value

Why do I Need to Sell on Value?

What if you have a product or service that you really don't think you can maintain your necessary margin on if you lower the price substantially. If your products are on par or more expensive than your competitors you are going to have to come up with another strategy to compete for consumer dollars. This is where value selling comes into play. Value Selling gives you the oopportunity to showcase the problems you can solve or needs that can be met by chosing your goods and services. Paul Cherry, Managing Partner & Founder, Performance Based Results, has written a great article on how to successfully use value to get your customers to overcome issues of price.

Check out the article at: http://www.pbresults.com/article_title-value-selling-getting-customers-to-buy-at-higher-price.html

How to Sell During the Recession

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Value Selling Resources

Is There Value in Your Value Proposition?
Everyone is talking about value. Go to virtually any web site, or look at the marketing materials for any company and you will see them extolling their value propositions.
Selling your added value: value-added selling is no cake-walk--it ...
Selling your added value: value-added selling is no cake-walk--it takes discipline, focus, and in some cases, a re-education of your sales force.
Examples of Value-Added Selling by Zig Zigler
Examples of Value-Added Selling by Zig Zigler
Customer Value Proposition Creating and Giving Your Customer More Benefits
CUSTOMER VALUE PROPOSITION (Your first-ever Business e-Coach): Value proposition is a description of the customer problem, the solution that addresses the problem, and the value of this solution from the customer's perspective.
How to Sell Value-Added
Tom Reilly Training for value added selling and handling price objections. A professional speaker and sales trainer Tom Reilly, has trained salespeople and their managers
PPC Domination
?Ever Wish You Knew How To Use Google Adwords, But Always Thought It Was Too Hard??

Great Value Selling Books

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Value-Added Selling : How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price by Tom Reilly

Value-Added Selling : How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price by Tom Reilly

In a marketplace too often focused on price, Value-Added more...0 points

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Beyond Selling Value: A Proven Process to Avoid the Vendor Trap by Mark Shonka, Dan Kosch

Beyond Selling Value: A Proven Process to Avoid the Vendor Trap by Mark Shonka, Dan Kosch

Today's sales professionals are hungrier than ever more...0 points

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Action Selling: How to sell like a professional, even if you think you are one.

Action Selling: How to sell like a professional, even if you think you are one.

What you will get from Action Selling - The Book A more...0 points

Reader Feedback

  • badmsm Jul 11, 2009 @ 6:29 pm | delete
    Nice sales lens, more people need to read these rules and put them ino practice. 5 Stars & a Squid Angel Blessing!
  • IcemanBaldy Feb 15, 2009 @ 9:35 am | delete
    Thanks for visiting my group and submitting your lens for inclusion. Continued success.
  • WendyKrick Jan 29, 2009 @ 10:16 am | delete
    very informative lens about selling.
  • WendyKrick Jan 29, 2009 @ 10:16 am | delete
    very informative lens about selling.
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