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The Value Added Selling Philosophy
Value added selling is a proactive philosophy of seeking ways to enhance, augment, or enlarge on a solution for the Client. In value added selling you are always looking for ways to exceed the Client’s expectations.
The sale is more about the Client than the seller
“How can we have the greatest impact on the Client’s business?”
A three-dimensional solution:- your service, your company, and yourself
The Value Added Sales Process
Value added selling happens when Clients understand the complexity of their needs, feel motivated to act on these needs, and accept the value of the seller’s total solution. Salespeople engineer this sale when they penetrate the decision process early, meet all levels of decision makers, define and sell value in Client terms, and convince the buyer that the seller’s solution mirrors the buyer’s needs.
Identifying viable opportunities
Penetrate the accounts thoroughly
Qualifying these opportunities
Capturing business information
The Role of the Value Added Salesperson
The value added salesperson’s role evolves throughout the sales process and parallels the buyer’s needs.
Initially, the value added salesperson is a diagnostician—he diagnoses the Client’s problems.
Characteristics of Value Added Salespeople
Integrity – ninety-six percent of Clients say that the number one thing they look for in salespeople is integrity. People want to do business with those whom they trust.
Empathy – this is the salesperson’s ability to view life from the Client’s point of view.
Initiative – this is the habit of being proactive.
Knowledgeable –Knowledge is empowerment.
Courage – this is not the absence of fear—it’s the management of fear. Value added salespeople feel the fear and do what they know they must do.
Consultative Selling
Consultative selling addresses the sales situation in a diagnostic or solution selling mode. It is the method of cooperating or collaborating with the client to solve their business needs and problems with your solutions. Because it avoids old-fashioned manipulative sales techniques and strategies, consultative selling is particularly well suited to a business-to-business, technology sales environment that involves multiple decision makers and complex decision criteria.
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Dave Kurlan
Dave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development.
Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit.
He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine.
He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.
He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website
George Ludwig
George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance.
Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson.
His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more.
George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website
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Colly Graham
(Visit Colly's Website)
Colly Graham CEO of salesxcellence After
graduating from college, Colly entered the
field of accountancy however after five
years decided to change his career
direction in sales. First working for a
Fortune 500 company in fast moving
consumer goods, his career progressed from
selling capital equipment, financial
services to internet services, with a wide
management experience in both telephone
and field sales, concentrating on the
recruitment, training and development of
sales people, in this role he gained
experience in designing and building a
number of successful sales teams. Colly
brings thirty years of practical
experience of selling and his ability to
empathize with sales people and establish
immediate rapport and credibility as a
trainer, (the accolade Colly receives from
most sales people is “that he has carried
the bag”). A licensed practitioner of NLP
Colly trained with Richard Bandler in
1998. When I entered the field of sales,
back in 1969, with local franchise holder
for Pepsi Cola because of my lack of
knowledge of any selling skills I set a
goal, to one day, start my own training
company. As my career in sales progressed
becoming a sales manager, group
Colly Graham Video - Colly Graham discusses Creating Customers on the Telephone -The importance of the telephone in selling is now well documented. This training DVD focuses on getting in front of more prospects by teaching the skill of telephone appointment setting. The workshop demonstrates the connection between daily activities, the sales cycle, and the number of sales necessary for a consistent flow of qualified appointments. Based on practical skills that get results fill your diary with qualified appointments.
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Complete
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