Value Selling

How to Add Value for the Customer and Significant Additional Profits to the Business

What does professional selling really mean?  What are the attributes of a successful salesperson?

The focus here needs to be on what a salesperson is paid to do.  Too often the day to day job of a salesperson is taken up with administrative minutia; the act of selling has taken a backseat. 

Successful sales people have a strong work ethic, a positive and enthusiastic attitude and manner, and an in-depth understanding of their customers and their account profitability.  They have an ability to build relationships with customers at all levels and to gain a real understanding of the customer’s business requirements.  Buyers are becoming increasingly professional in their approach and successful salespeople need to continuously build their knowledge base to keep ahead of the curve.


Key Areas

  1. Developing a professional sales structure
  2. Sell on value rather than price
  3. Achieving excellent results based on a real understanding of customer requirements
  4. Objectives and Actions Plans
  5. 5 Key Takeaways

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Value Selling

Successful sales people never lose sight of the main focus which is to sell in order to increase revenue. But, as the saying goes “you cannot put the same shoe on every foot”. The Value Selling process emphasises the importance of listening to your client before trying to offer a solution.

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