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You are here: Home / Blog / Value Added / What to Include in Your Annual Value Delivery Sales Meeting

What to Include in Your Annual Value Delivery Sales Meeting

July 8, 2015 By maurasf

value added selling
What value do you deliver and how much is it worth?

1. Present your work.

Give a list of all the work you did for the account. Of course this means that you have to keep track of the work you do. Are you keeping track? Now is a good time to start. Here are some ideas of what you can track:
• Time you don’t invoice. This could be planning meetings you hold and don’t charge your customer.
• Deliveries delays avoided or on time deliveries
• Extended performance of your product or service. An example is extended drain intervals of industrial lubricants.
• Results you’ve achieved.

2. Quantify the value of your work.

There are several levels of value. The lowest level is the value of your time. Of course you should consider your time and factor that into the value you deliver. Even better is to calculate the value you’ve delivered because your work helped a customer avoid a cost, reduce a cost or increase revenue. Think about production time value. You’ve probably generated more than your hourly rate if your work allowed increased production.

3. Confirm that your customer agrees that you’ve delivered value.

The value you deliver is relevant only if your customer agrees. Ask your customer if what you’re doing is a benefit to him. If not, stop doing what you’re doing. If your customer agrees you’re delivering value, you should continue to keep track of what you’re doing and continue to deliver it.

4. Learn your customer’s pain points.

Ask your customer about obstacles in doing their job. Ask what would make their job easier. You can learn areas for you to contribute and make an impact on your customer’s business. Those are the tasks you should be doing.

5. Plan the next year’s value target.

One way to secure your business is to continue to deliver value that makes it difficult for a competitor to offer. When you target an amount, you raise the bar for competitors and make it difficult for them to take away your business. You want your competition focusing on someone else’s business, not yours.

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Filed Under: Value Added Tagged With: value sales meeting

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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.

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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.

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