Saturday, August 13, 2011

Building Value

Does your Company have a selling plan for “Building Value”??

Your customers have come a long way.  Customers are more knowledgeable, proactive, and price conscious. They regularly scour the Internet for low prices and have come to expect much more for each dollar they spend.
So what is YOUR Company doing to sell “value”??

  1. You need to have an A-Z process that is thoroughly trained, practiced, drilled and rehearsed! Without the entire team on-board with a well thought out process you are doomed for failure!
  1. What “sales aides” do you have in this process? Don’t expect your people to execute this process flawlessly with every customer, every time! You need to have a series of 1 minute videos that can help build your “value” proposition. These videos should NOT be more than 1 minute! Anything longer and you will lose the customers attention.
  1. Does your team know what the competition is offering? How can you build value in your own product if you don’t know who and what you are selling against? Never put down the competition….sell up your value!
  1. Once you sell these clients your product, what are you doing to reinforce the “value” that you originally gave them? Are you continuing to demonstrate to the client that they have made an excellent choice? Is the client telling all of their friends and family about the great “value” they received from your company?
It comes down to 2 simple rules.
  1. Add value, not cost
  2. Sell value, not price
STOP selling on price alone!! You can always lower your price and land a few sales, but at what cost? If you want to sell more products or services, more profitably, to more people, you must resist this temptation and begin focusing on value!

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

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Twitter: @jimkristoff

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