Enabling value sales
I’ll state what should by now be the obvious: the key to selling value is realizing that your client is not interested in your product, but in the benefit it offers them.
Out of the companies we meet, many still reluctantly admit to practicing classic quantity-over-quality sales. Salespeople simply try to meet as many potential customers as possible and offer them their products in an almost take-it-or-leave-it fashion. This is still bog-standard in so many fields that it’s truly baffling. In order to differentiate from the competition, new strategies are needed.
Many companies have tried to improve on this by attempting to implement a value-first sales mentality. Unfortunately, reps are often not up for this either because of lack of training, understanding or interest. And that’s not surprising, their goal is to sell which unfortunately leaves very little time for development.
So how to do you enable reps to sell value? It’s a question I get asked all the time.
Slip it in with something that helps reps in their day to day, while they’re selling. Salesframe is one such solution designed to do that.
One simple yet successful method is to divide your customer base into easily understandable segments and provide clear materials on how companies in each segment can improve their business (with your help of course). The key is to show your reps that the new way of doing things works. Just remember: this can only be done if your marketing and sales teams work together to make the materials useful and relevant.
Offering real insight and additional value is a great way to build relationships with your customers and also a great way to increase sales. The better your customers are doing, the better you’re doing. Not only are your customers inclined to buy from the salesperson who helps them, but as their sales numbers climb, so does their need for whatever you’re selling.
Again, the customer doesn’t care about the product itself, but whatever value they get from you. Give them what they want.