The Value 2 (Squared) Equation
In sales, the sales professional strives to show "value" to the buyer in all aspects of the sales process including product, support and company.
The term value-added selling has been used by many training organizations as they demonstrate their process on displaying value to the prospective buyer.
Most sales professionals have a clear understanding of how to show value to the buyer today in their sales process. However, the real key to value-added selling is being able to demonstrate not only value to their buyer - but also to the buyer's end user - Value 2 (Squared) Selling.
As an example, if I am selling a service to an Internet Service Provider (ISP) that assist the ISP in providing greater bandwidth for their end-user customers . . . in essence I have provided value to the end-user as well. The real key is to be able, as a sales professional, to think outside of the box when attempting to show value to the buyer and take it a step further to show Value 2 (Squared) Selling.