1 / 13

Introducing Value-Added Selling

Introducing Value-Added Selling. with Duane Weaver. Outline. The Value-Added Organization Value-Added Selling The Value-Added Selling Process. The Value Added Organization. “Value-added organizations are great because they deliver a valuable total experience”

omer
Download Presentation

Introducing Value-Added Selling

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Introducing Value-Added Selling with Duane Weaver

  2. Outline • The Value-Added Organization • Value-Added Selling • The Value-Added Selling Process

  3. The Value Added Organization • “Value-added organizations are great because they deliver a valuable total experience” Reilly, 2003. Value-Added Selling. P. 3. • Three styles: • Equalizer: level the playing field; close gaps • Differentiator: work to be better; expand gaps • Value-Added Peak Competitors: Focus on customer’s reality and bridge the company to the customer; bridge the gaps

  4. The Value Added Organization(A closer look at V-A Peak Performers) • Have a business excellence approach • Outperform competition • Create lasting Value • Long term success • Types of Foci: • Challenge Status Quo: “Does this process add value to our efforts or just cost?” • Challenge Themselves: “Is this the best we can do with our resources?” • Primary Mission: “To serve customer’s better, not just the competition” • Success by: “helping customers become more successful” Reilly, 2003. p.5

  5. The Value Added Organization(focusing the lens on Organizational Excellence) “Organizational Excellence is the natural outcome of individual and team excellence” Reilly, 2004. p. 9 • Individual as a cost center profit center • Peers as internal customers: • “We” is greater than me (team approach) • Treat with same respect as they provide their best customers • Build each other up, not break each other down (avoiding the “silo effect”) • Engage Customers as a Privilege • Customer service is a philosophy held accountable by everyone in the organization • Proactive customer service approach • Selling is relationship management • (Debunking the Brand Loyalty Myth: while customers prefer brands they preserve loyalty for people)

  6. The Value Added Organization • Group Exercise: • In groups of 4 or 5, think of an organization you know or have worked for that exemplifies the qualities of a “value-added” organization and provide three different examples that demonstrate some of these qualities. • Share these examples with the class explaining why you think this organization has a value-added focus.

  7. Value-Added Selling • What is Value? • Simple view: Price + Cost + Impact = Value • Customer-Focused Value: walking in the customer’s shoes (what do they want) • Seller-Focused Value: Defined in seller’s terms, (if we don’t have it, they don’t need it) • Perceived Value: Reality in the mind of the buyer (the qualitative features of what you sell: style, reputation, packaging, knowledge)…getting the “warm and fuzzy” • Performance Value: quantitative; proof behind the promise of perceived value • …everything you do to something from the moment you buy it, sell it, and service it. It is not value until the customer says it’s value.

  8. Value-Added Selling • Is a business philosophy whereby: • You are proactively looking for ways to enhance, augment, or enlarge your bundled package for the customer. • Promising a lot and delivering more (perhaps expectation management) • Value-Added salespeople sell: • The product • The company • Themselves (big part of solution)

  9. Value Added Selling Skills • Attributes • Ego Strength (self esteem) • Empathy (life is bigger than I, humility) • Ego Drive (energy to “make it happen” – I WANT TO) • Attitudes of Value: • Integrity (trust as foundation of all relationships) • Knowledge (well informed for knowledge is power) • Equity (mutually beneficial outcomes get what you give) • Excellence (pleasure from doing it well) • Time (most precious resource-frugal with it) • Service (a pleasure…not a pain) • Teamwork and Synergy (peer respect and value from the “we”)

  10. Value Added Selling Skills • What Customers Really Want(TOP TEN LIST): • Knowledgeable salespeople • Product quality • Product availability • Ease of doing business • Technical support • Acquisition price • Salesperson’s ability to get things done • Salesperson’s follow-up • Product performance • Support after the sale

  11. Why some don’t sell Value-Added • Fear of losing order • Lack of confidence in what is being sold • Lack of skills or knowledge to add value • Mixed management signals (value-add supported as long as goals meet, if quota drops…push for sales regardless)

  12. Value-Added Selling PROCESS • Traditional Sales Approach (the FUNNEL): • Acquire new business • Fill pipeline • Pitch the product • Close the deal • Value-Added approach (cradle to grave): • Identify customer needs…follow through until need satisfaction occurs: See chart on handout (p. 39 2nd Edition)

  13. Thanks • Use the rest of your time today to get into your TEAMS and discuss plans for the sales project

More Related