Value Added Selling
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 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.