Value Selling: What is it?
This type of selling emphasizes what the product or service can offer the customer.
This concept encourages Sales teams to understand the client better to make more accurate offers based on their needs. As a result, the seller makes a convincing argument about the benefit they offer can bring to the customer’s business.
These offers are designed to exceed the expectations of the client, detailing the benefits that are to be acquired.
How does it work?
This sales approach’s main concept is that price is not synonymous with value.
Whether you will pay for a product or service is its cost, that is, its price. The value is found in the benefits this investment offers. We must not forget that Value Selling focuses on product/service important benefits in comparison to its price when considering why this approach is appropriate.
Sometimes the client isn’t even aware that they have a specific need before the sales team mentions it. This is the part where the product gains its value.
In what way does it matter?
If a sales team can set up a negotiation process based on the offer’s benefits to the potential customer, then they will gain excellent results.
Let’s closely examine some of the possible benefits and how important it is to competitors in the market.
Price consistency is assured
Value selling is crucial in preventing price reductions. That’s why customers need to understand the product’s features.
It leaves fewer negotiation opportunities to ask for lower prices when focusing on the benefits. In this case, they recognize that the amount they can pay is fair in light of the number of problems they will be solving.
Meanwhile, the seller has more arguments to support the prices they have set.
Converts Objections into Sales
At the beginning of the sales process, sellers face objections that often prove insurmountable. If the sales team exclusively focuses on the solution’s benefits, it is possible to maximize the chances of benefit acceptance.
Providing a solution for the client’s problems can change their perception of the service’s value. As such, the remaining process takes place much more rapidly.
When working with value selling, sales teams with more qualifications can persuade prospects more convincingly. Before any contact with the client, the sales process should be initiated.
To devise the perfect offer, sellers must examine the companies’ needs.
After this has been achieved, the next step likely involves connecting a solution with what a client desires. Only then will there be a feeling that a perfect offer is being provided.
Value Selling Course
To make promotions more accurate and shorter for your sales team. Employees who can deliver value over price would stand out in markets. P2L is offering the perfect course for you!
Learn more about it on our P2L Sales course page.