Home Add to Favorite Contact Submit  
             15 April, 2021
 

    
Category:  Articles » Business » Sales Training

 

Building Value, How Far do You Go?

Popularity:
         Views: 1784
2007-05-31 11:01:06     
Article by Jim Masson

As a salesperson, building the value of your product or service is a very important part of the selling process for two specific reasons. The process helps to reinforce and in some cases, even establish need or desire in the customer's mind and, equally valuable, it justifies the price that the seller is asking.

So, the question is, when building value, how far do you go? How much time do you spend? Although the answer is a fairly simple, many salespeople fail to recognize it.

Many salespeople regularly do not build sufficient value, sufficient interest or even sufficient excitement for the customer to want to contemplate a purchase. They do not showcase the benefits of ownership of their product or service which is, after all, the foundation of value for the buyer. Then these salespeople wonder why they spend so much time fighting over price, often losing the battle.

Others constantly layer benefit upon benefit, yet they too fail to obtain the sale. Two extremes, often with the same result. If neither extreme works, where does a master salesperson find success? The secret is in finding the balance and understanding this critical statement.

"Once 'need' or 'passionate desire' is firmly established, the salesperson must build value beyond price in the buyer's mind. Then, price will not be an issue and the purchase will generally occur without any significant resistance." In my first example the salesperson doesn't work to build value through benefits. In the second, the salesperson 'talks' him or herself right through the sale.

The key is "asking questions", "listening to" and "observing" the customer for signs that sufficient value has been established. Then, "STOP TALKING" and allow the sale to happen.

Specialized in: Jim Masson - Sales Trainer - Sales Training - Sales - Sales Work - Selling - Sales Positions - Sales Jobs - Sales Information
URL: http://www.sellingatmastery.com
Print article      Bookmark this page
Related Articles 
How to Become an "Invited Guest" Rather Than a "Door to Door" Salesperson and Explode Your Business (Popularity: ): Do you know the difference between the "Invited Guest" and the "Door to Door" salesperson?Let's look at the "salesperson" for a second. When I say this I'm talking about the "BETA" networker. If you have done any reading on Mike Dillard you will know what that means. The reason I know these two profiles exist is because I went through the Salesperson routine for too long, before breaking into the ...
Auto Sales Training to Build a Pipeline Full of Customers (Popularity: ): Everyone knows that the key to making sales is having lots of people to pitch your product to. The sales industry is simply a game of numbers. The more sales presentations you complete, the more sales you will make. So how do you get more customers to the lot? The truth is that it is up to you. While the dealership probably runs ads about special deals and events, you ...
Presentation Skills (Popularity: ): Working in an office, a common problem is that you have great ideas: perfect ideas on how to improve productivity, awesome ideas for new products or services, brilliant ideas for marketing, but... you're not very good at presentation. It might not even be you, but members of your staff who have great ideas, but just can't seem to get it through to other people in the company. A lot of office ...
How to Differentiate Yourself From the Competition (Popularity: ): Differentiation seems to be a hot topic in an ultra competitive marketplace. It is something with which everyone, from sales person to manager to business owner, has to be concerned. So what does differentiation mean to you? Why is it important to differentiate yourself in the marketplace? What is the difference between differentiation and expectations?Differentiation means something different from one business to another. The key for your business is to ...
Cartoon Drawing - Play With Your Creative Ideas (Popularity: ): Cartoon drawing is considered to be a great form of art that artists use not only to express their creative ideas, but also to address some serious issues with a lighter outlook. If you become more talented in this art you will be able to find some interesting career openings for yourself and will be able to take up cartoon drawing as your profession. There are some suggestions that eminent ...


Related Business 
Building Officials Code Administrators (Popularity: ): Providing all types of building codes, training manuals, building permits, home inspectors, home building plans and building plan interpretation. Our building code officials will be happy to help you.
Finlon Building Contractors (Popularity: ): UK based building contractor. Professional builders providing a range of building services for domestic and commercial clients. These include building refurbishment and house extensions.
Evolution Building Warranties (Popularity: ): Evolution Building Warranties provides insurance for planning legal indemnity to their clients. With their building warranty products, you can ensure that they can replace or repair parts of your building that do not go well. We have the knowledge and expertise to ensure you obtain the very best and most suitable structural defects and building warranty insurance product for your building, home or property development at a price that is ...
Link Building Firm (Popularity: ): Link Building Firm is a Group of Consummate Professionals Link Building company based on New Delhi India Link Building Services Get Quote. We link building firm work diligently on our streamlined link building strategies, to ensure quality back links from the connected and theme friendly sites for our client sites.
Total Team Building (Popularity: ): Total Team Building is your one stop shop for Corporate Team Building. Operating Australia wide we specialise in unique team building activities and team building games that you won’t find anywhere else!
Building Inspection Perth (Popularity: ): we offer a quality building inspection to suit your needs whether you’re buying an existing property, building a new home, renovating or investing. Our building inspection gives you the knowledge and peace of mind that you need about your real estate investment.
Len Pro Building Pty Ltd (Popularity: ): Len Pro Building Pty Ltd is a family run business providing high quality building services in the Hunter Valley area. Overall Len Pro Building has 40 years experience in the building industry.
Building Constructions In India (Popularity: ): An eminent office building construction service company, providing a wide range of construction services such as residential building construction, hospital building construction etc.
Shed Building (Popularity: ): My Shed Building Blog is dedicated to those people who are looking more beautiful, simple design for shed building. I know very well how much I had a problem until I found reliable and a good book for Shed Building. Now finally I have a product that can count on and that is safe and tested.
Sun Directed (Popularity: ): Our goal is to help you reduce your energy cost as much as possible and turn your building into a Zero energy building using renewable technologies such as solar energy. Just imagine if every building in the world had a means of generating it’s own energy needs. We can reach this vision one building at a time.