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You are here: Home / Blog / Sales Strategy / Value Selling Beats Price Every Day

Value Selling Beats Price Every Day

July 8, 2014 By maurasf

You should generate value from your selling.
Do you know the words to use to generate value from your selling?

If you sell on price you will lose business on price. Selling price is a bad way to sell.  Instead, you should be selling on value. But, how do you do that? Here are the words to use when you sell based on value.

And remember, one of the mistakes too many salespeople make is when they quote price early in their sales process.  If that’s you, you’ll find that you’re not very successful.  What you’ve just done is put the decision to buy your product or service simply based on price.  That’s not what you want.

You want your prospect to be considering  the value you bring. You want to demonstrate to him that your value is far greater than your price.  You just missed your opportunity to demonstrate your value if you’ve simply quoted price early in the sales process.

So what can  you do instead?

Read the article on the words to use when you sell based on value. Then use those words to question your prospects. Find out the areas that are important to him where you can deliver value.

Think about the type of prospect you have. Finance-oriented people will find value if you can help them increase revenue/profit or control costs. Performance-oriented people will value your help to maintain productivity and workflow. Image-focused people will value an improvement in the organization’s prestige and credibility. Your job when you sell is to look for areas where buying your product or service delivers the type of value your prospect wants.

Selling on price may seem easier. It’s not because if you sell on price and lose the business quickly to the next lower price, what have you accomplished? It’s harder to start all over again. It’s better to sell and keep your business.

Best wishes for your sales success!

Maura

 

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Filed Under: Sales Strategy Tagged With: Persuasion Strategy, Sales, Sales Strategy, Selling, selling value, value

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*What was your last “mistake?” Did you make it before? There’s nothing wrong with making mistakes in sales provided you are making different mistakes. (You are learning from them!)

About the principal

Would you take auto mechanics classes when you buy a car? Maura did because she wanted to be able to work on her car. She takes that same approach to selling. She can show you how to get below the surface of selling to learn why and how different strategies work. She will show you which skills to implement that will shorten your sales cycle and increase your sales. She was Mobil Oil's first female Lubrication Engineer in the United States and one of Chevron's top 5 salespeople in the country. She knows what works for sales.

"I would recommend your work to other sales organizations who want to get better results from improved selling strategies."
Jamey Rootes
President
Houston Texans

Sales Expert at Allbusiness.com

Selling is the easiest job in the world. Just ask anyone who is not in sales. Read Maura’s ideas on “more brain…less mouth” selling to make your selling easier and more successful.

Maura’s Allbusiness blog posts

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