Shifting to Value Based Selling
Value Based Selling is a hot topic in business right now which is why we are including this as a topic in our upcoming webinars. Helping you move from traditional, features and benefits selling techniques into mastering values techniques is what will set you apart from the competition.
Starting with the Basics
Our introduction to learning about Value Based Selling walks you through understanding the selling process as well as the four key styles of selling, commonly known as the Order Taker, the Product Pusher, the Over Seller and the Problem Solver.
This will help you to see the ways sales people in your business are currently working (including yourself!) and the gaps there may be in your customer service as well as opportunities you may be missing in the market.
From this starting point we then take you through the Top 10 Must Do’s which need to form the basis of your sales strategies and systems.
Essential Ingredients to Create Value
In order to move into a value based selling style, we need to realise the three essential ingredients to create value which are service, price and quality. Knowing how to get this mix right for your product or service is your golden ticket to becoming a Trusted and Approved supplier.
Too much or too little of any of these ingredients will throw the mix out of balance, effectively skewing the perceived value to your product or service leading to a mis-match and either a missed sale or customer dis-satisfaction. The perfect blend of service, price and quality wins sales and returning customers.
Sales Technique That Work
Armed with a new and clear understanding of value and how this applies to the products or services you offer then allows us to come back to your sales techniques. This is the point where we push aside those traditional styles and ways of operating. Instead we want to embrace techniques that are appropriate for today’s market.
The final part of our Value Based Selling webinar will walk you through our four sales techniques that really work, including:
- The formula for change
- The spin cycle – wants vs needs
- Ask don’t tell
- BAMFAM – Follow up
- Email us here to book your place on or to find out more about our Value Based Selling webinar series.
- You can watch and share the webinar recording here.
- Email us here to book in for a complimentary catch up with Mark or the team (Zoom, phone or in person).
- Please click here to register for our 10 Hats in your Business Webinar.