Sales Training: How to Design and Sell a Value-Based Solution

In today’s highly competitive marketplace, sales professionals have to work harder than ever to maintain their current level of sales and income. However, there are many techniques for sales personnel to effectively forge ahead and enjoy success that are often found in Sales Training. This can be simply having a change of attitude, to employing new methods related to presentations and closings. One thing which always stands heads and shoulders above everything else is selling value to your potential client.

Making Certain Your Client Sees Value

Although there are many solutions to increase sales today, the company that will stand apart from the competition is the one showing the most value for the client’s dollar. Even though the customer must be given a high level of service and offered a superior product, quite often adding a little more value to the offer will make the difference between success and failure. It is only human nature to want to receive the most for your money, particularly when economic times dictate it. However, never lose sight of the importance of maintaining a great personal and emotional connection with that client.

Having an Understanding of Client Needs

It will pay to spend a little extra time preparing yourself by studying your client carefully. Every prospect is different and will have needs related to their particular business. The key is matching these needs with an offer that will benefit them the greatest. During the selling process, make certain your potential client is offered a product or service that makes your offering stand apart from the competition. Remember, they have salespeople visiting regularly and have probably seen every selling technique out there. Therefore, make certain your presentation is unique and fresh. It’s essential to grab their attention and maintain it throughout.

Client Interaction and Value Selling

Regardless of the economic climate, those running businesses are constantly looking for products and services that have more value than those already being offered. In today’s selling field, one of the biggest concerns is potential cost savings. Therefore, not only is it important to stress the quality of your product or service, but an extra emphasis on how it will either save or increase client revenue substantially.

Importance of Goal Setting

When sales are down, setting goals becomes even more important. It’s easy to get off track when things are not going as planned. However, top sales professionals realize that eventually a cold streak will end usually with dramatic results. The key of course is always being persistent. Make a strong presentation, consistently show value, and remain confident in your selling abilities.

About admin

Doug Dvorak is a certified sales trainer, management consultant and corporate humorist. Doug holds a Bachelor of Arts degree in Business Administration and a Master of Business Administration in Marketing Management. But Doug’s sense of humor is no less refined, as he is a graduate of the Player’s Workshop of the Second City, one of the oldest and most prestigious improvisational comedy schools in the world.
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