What's Wrong with your Value Statement?
More Sales Articles
7 Tips for an Organized Sales Person
1. Keep a list of your biggest prospects on a spreadsheet. Develop a system for following up with each one. Keep track of where you are in the follow-up system with each prospect.2. List your customers on a spreadsheet. Develop a system for following up with your customers on a regular basis.
Success Tips for the Sales Professional
In one sense or another, we are all sales people. We sell products, we sell ideas, and we sell our skills and time. While most of us understand the basic concepts required to make a sale, people who carry the title "Sales Professional" have additional responsibilities and ideas to master. Here are 5 tips to help those people succeed.
Words Sell
They say that a picture is worth a thousand words. While this may be true if the picture is a schematic of a complicated gizmo you're trying to put together, it is hardly the case when it comes to your ads. An image should be used to get attention, and it should draw people in to read the words used in the ad.
21 SALES LETTER TACTICS
1. Write as if you had 5 minutes to stand face to face and sell your product or service to the customer. 2. Write down all issues important to your market. 3. Avoid anything that would offend anybody like specific religious reference or curse words. 4. Always place the customer first (a guy actually tried to sell me a vacuum cleaner once emphasizing that if I bought it, HE would get a trip to Florida - not smart).
Power Your Profits With Price And Perception
People don't always buy based on the lowest price, but they do like to feel they're getting a good deal. If your aim is to give your customers value for their money... then your asking PRICE should represent the VALUE customers place on your product or service. If the price asked for doesn't feel right, in relation to the value delivered, customers are not going to buy.
How To Sell Snow To An Eskimo
Think it's a hard thing to do? Think again my friend. You don't need to be that good of a salesperson either. I'm sure you've heard this "That person is such a great salesperson they could sell snow to an Eskimo."To find the answer to what make these salespeople so great I studied them. Here's what I found each one had in common.
BroadProspect Launches the World's First Network of Business
You have permission to publish this article electronically or in print, free of charge, as long as the bylines are included. A courtesy copy of your publication would be appreciated.BroadProspect Launches the World's First Network of Business Connection MakersNew York, June 18, 2002.
To create a value statement that blows your competition away, you need to turn your thinking upside down.
Here is a common scenario during a sales engagement; You are on the verge of the perfect value proposition for your client. You craft it and tweak it. You practice it and rehearse it to perfection. And when you go to deliver it - you completely miss the mark.
Why does this happen? Why do so many salespeople completely misfire on their value statement? The answer is not that complicated.
We often create our value statement while we are looking inward. In other words, we create our value statement based on our company and product features. This is obviously important, but you need to make sure you connect those features to what the customer is truly looking for.
Value is defined by our customers. It is defined by those who use and pay for the product. Value is not defined by those who design and sell it. In order to truly understand the nature of value from the customer perspective, you need to get inside of their head.
Value is difficult to quantify. Salespeople often talk about the "value add" their product provides. Value add is often associated with things like "expertise", "product speed" or "reliability" (to name a few). Most salespeople assume the customer interprets value the same way they do. This is a critical mistake.
You must understand all of the factors that your client takes into consideration while assessing value. You need to realize the relative importance they place on items you think add value. You will find your assumptions are not always right.
The term "value" will be empty if you do not connect your value statement to their business challenges and objectives. An understanding of what your customer values is critical. It is the difference between success and failure during any sales engagement.
Think about the definition of value as it relates to your customers. How do they define it? How do they quantify value? What are the factors they take into consideration while assessing value?
You need to get these answers from your clients. When you do, you will be in a perfect position to craft that killer selling proposition. You will be ready to leave your competitors in the dust.
Thanks for reading.
Good selling.
About the Author
Craig has been a senior sales executive with a Fortune 500 company for the last 12 years. He has driven profitable revenue well over 100 million dollars and has won numerous sales awards. He has over-achieved his sales target 12 years running. Craig currently leads a sales team through a variety of complex selling engagements. He continues to sell today and shares his knowledge on the sales industry at http://www.better-sales-and-selling.com
Source: Sales Articles on ArticlesTree.com
Recent Sales Articles
The ABC's of Selling: The Art of the Close
Do you know how to close a sale? When we think of sales, it usually conjures up images of a used cars salesman and being pressured to buy. If you have ever seen the movie Glen Gary, Glen Ross you get to take a peek into a sales world of the stereotypical sales person.
How To Be A Secret Shopper In Canada...
How to be a mystery shopper in Canada. There are a lot of companies out there that need your help to become bigger. So its up to you to help them out. Some companies need your help to reach and larger audience.
Aquamarine - Safety at Sea
The Aquamarine Gemstone is a variety of the mineral Beryl and is a beautiful pastel blue in colour. Aquamarine is the Birthstone for the month of March and is mined in Brazil, Madagascar, Mozambique Myanmar and Afghanistan; it is also available within the United States of America and is the official state Gemstone of Colorado.
Amethyst - Tears of Beauty
The Amethyst Gemstone is a semi-precious jewel of violet or purple colour that is available in many different shapes and sizes and is a common form of transparent crystallized Quartz. Amethyst is the Birthstone for the month of February and is mined in Brazil, Uruguay, Russia, Bolivia and Argentina, as well as Namibia, Zambia and a few other African countries, within the United States of America, Arizona is a good source of Amethyst.
What's Wrong with your Value Statement?
To create a value statement that blows your competition away, you need to turn your thinking upside down. Here is a common scenario during a sales engagement; You are on the verge of the perfect value proposition for your client.
Want The Latest Apparel? Its All Here @ Reverse Auction X5!
It is human nature to dress up in the latest fashion. Say what you want, but we constantly find ways to spruce up our wardrobes in order to look good, either for the opposite sex or for your same-gender peers.
Handbags: Different bags for different occasions!
Handbags are important accessories; we always grab our handbags wherever we are going. In fact there are very less places we visit without the trusty handbag. So if the handbag is so important obviously, the same one cannot be used in all events and all places.
UK discount codes can help you to save
The last 12 months has seen a rise in the popularity of discount codes in the UK. Has this rise been because of increasing awareness, or because more and more retailers are issuing these discounts? If you've never used discount codes then the reality is that you may have been missing out.
Selling With Stories - A Powerful Tool for Building Trust and Credibility
The Power of Storytelling The art of storytelling is dying. We live in an age of soundbites, special effects, snappy comebacks and the 30-second attention span. It seems that no one is interested in taking the time to listen to, or tell a good story.
How to Get Cheap Jewelry
Jewelry is a personal adornment, which includes a necklace, ring, earring, or bracelet, made up from precious & semi precious stones, metals and other substance. Jewelry is a fashion trend for many. If you are choosing a gift for someone special, buying jewelry can be real confusing.
Challenging the 80:20 rule
It’s probably the best-known and most-repeated rule in sales: 80% of your sales come from 20% of your customers. The implication is that you should focus the majority of your sales efforts on those 20% to maximise your returns.
Stock Pick >> Best Daily Stock Picks .. Top Stocks .. Good Stock Market Picks
BY.- http://www.PracticalDayTrading.com In the stock market its always possible to watch certain stocks go up between 10% and 60% within a few hours or days.
SALES PROMOTION (How it should be done)
Sales promotion is one of the ways companies/corporations/business owners rewards their customers and in turn project their business to attract more customers. But most companies deviate from this, they erroneously use sales promotion to exploit and hurt their customers.
Sales Management: How to Manage Independent, Tech-Savvy New Millennial & Hel...
Are you a sales manager who's having problems managing your new sales force? Now, you can discover a top Sales Psychologist's simple 4-step process to managing your new millennial sales team. BODY: Independent, tech-savvy, social, and optimistic - why are these "kids" so hard to manage? Seasoned sales managers are facing challenges managing new Millennial's, also known as people born after 1980.
Whole sale Products
Buy at wholesale prices. Thousands of products at the lowest prices. If you need products to sell on Ebay or you are just looking for a great gift, check us out first "shopfirsthome.net". Jewlery, electronics, cell phones, sports equipment, you name it we have it.