Value Based Selling

In difficult economic times you need something that gives you a commercial edge – something that sets you apart from the competition. Value Based Selling is more of an on-going cycle than a linear process. It encourages you to think strategically about your relationships and really understand how you can become a business partner, not just a supplier.

The Value Based Sales Cycle follows 7 key steps:

1. Preparation do your homework, make sure you’re up-to date on the latest market trends, know what you have to offer and do research into your prospect, and their competitors, their suppliers and their customers
2. Make Contact either by phone, e-mail, post, promotion, advertisement think how the method matches the value you are offering, consider the impression you want to make
3. Establish Needs use smart questioning techniques to identify any needs and wants (they’re not the same thing) get to really understand their business inside-out and show you’re interested in them
4. Clarify this is the step that makes the difference, recap and confirm your understanding of their situation, show you have listened and understood
5. Sell now you can tell them what you can do to add something of value to their business, advise, suggest, recommend – most of all - be credible
6. Expect Objections these are your potential buying signals – always, always, always follow an objection with a smart question, did you miss something? You can’t sell to an objection – you can only sell to a need
7. Close by agreeing the next steps and follow-up actions – who’s doing what and when – critically, make sure the next steps link back to Step 1

Value Based Selling is more of a philosophy than a technique, value based salespeople strive to be an indispensable asset to their customers and care about their customers’ success as much as their own.

Our Value Based Selling Open Course will equip you with tips on how to structure a value-add proposal that is attractive to read and gain commitment from your clients. It will also deliver an injection of new ideas and fresh approaches that will increase sales performance.

Lynn Joy
T: +44 (0) 1789 73430
E: lynnj@structuredtraining.com