Added Value - The Key To Sales Success

Dec13

Selling “Added Value” by Nick Moreno

Posted by Nick in Sales Training To Improve Sales Results | 0 Comments

File under added value, added value selling, how to sell added value, Sales Training

How To Sell Added Value – The Key To Sales Success

Added value separates you from your competition. Added value also helps you justify a higher price. Obviously, added value is quite important. Unfortunately, too many salespeople fail to identify all the added value represented in their offering. These sales reps only focus on how a product operates and not the added value they, or their companies, bring to the product.

When selling added value, you can’t afford to overlook anything, especially in this economy. This is promoted in my advanced sales training programs.

How To Sell Added Value Of Pre Sales Activity

Consider everything that happened before your customer starts using your product because every action item is an added value gem. Do you schedule shipping, quality assure the order and schedule product training? If so, those are all added value that must be presented to your prospect. Do you insure all discounts are applied, assign a sales engineer and specially prepare the product for shipping? Once again, those are all added value items that could help you close the sale. These is added value in project management. Selling added value involves not keeping it a secret. Why reduce price when you can stand on added value?

How To Sell Added Value Of Post Sales Activity
Added value can also be found in everything that happens once your customer starts using your product. Consider your customer support, billing options, product upgrades and any guarantees. When selling added value, remember to add these to your value proposition. You see, added value extends far past how your product operates.

Your Competition And How To Sell Added Value

Don’t be concerned if your competition’s pre and post sale added value proposition is the same as your added value. If your competition never read this article, they may still be in the dark on how to sell added value. If, on the other hand, they are mentioning these added value gems, at least you’re not going to be outsold on the issue of added value.

Successful “selling” is all about using powerful sales skills. You just picked up some sales tips about selling added value but what about your other sales skills? Do they need to be updated or improved? Can you benefit from a few extra orders every month or every quarter? I know the answer to that question.

Learn More About An Added Value Sales Training Course