What is Value Selling?
Value selling is a sales strategy focused on helping clients understand how a product or service can solve their problems, rather than highlighting the product’s features.
Often, before purchasing a product, the client researched their options and its features already. This is why a salesperson needs to highlight the benefits of buying it and what it can do for them. Clients may not know they have a specific need until the salesperson mentions it. This will help set you apart from the competition and create long-term happy customers by providing more value than anyone else.
What are the benefits of value selling?
- Long-term relationships with clients
When you sell a product based on its value, you create a more meaningful relationship with your client. You’ll learn what they value, how they handle drawbacks, and how they operate. Clients will also appreciate you getting to know them and their needs instead of just pushing them to buy a product.
- Discover other industries that can benefit from your product
During the development stage of your product, you will establish a target client. It’s normal to be unaware of some industries that could use your product. Value selling will help you understand the usefulness of your product and expand your knowledge of different industries and people who could benefit from it.
- Increased profits
If clients know the benefits of your product and the problems it can solve, they can better understand the price point. Clients are less likely to haggle and make thoughtful purchases.
To use the value selling strategy effectively, be sure to empathize with your clients and listen actively to their needs.
Want to create more meaningful relationships with your clients and learn more about Value Selling? Check out our Value Selling training course.