043.Value-Added Selling: How to Sell More Profitably by Competing on Value, Not Price!
Instructor: Paul Reilly
Level of Complexity: Intermediate
8:00 AM - 9:30 AM
Today’s sellers face familiar challenges at unprecedented levels. Markets are flooded with tough competitors selling similar products and services. With the commoditization of products and services, customers become increasingly price sensitive. Technology has created even more competition and pricing transparency. It’s no wonder that selling value remains one of the greatest challenges facing today’s sales professional. This tone-setting presentation introduces you to Value-Added Selling. You’ll learn several ideas that will help you implement this go-to-market strategy. In a competitive market, differentiation is key. What sets you apart from your competitors? Why should customers buy from you? How can you get them to return to you again and again? What if I told you that you can compete aggressively and outsell the competition while maintaining your profitability? It’s possible through Value-Added Selling. Value-Added Selling continues to be a content-rich message of hope. You can compete aggressively and profitably based on your total value and not on price. The need for this message has never been greater. Here are the topics covered in this presentation: What is value? How buyer’s define value; The three dimensions of value; What buyers really care about; The Value-Added Selling philosophy; Innovating your value-added solution; Differentiating your value added; Selling your value added.
It takes a long time to develop good distributor-supplier relationships; unfortunately, it only takes a short time to destroy them. Best seller Working at Cross-Purposes, written by Mike Marks, Tim Horan, and Mike Emerson, takes a look at what really drives these relationships, how often they go bad, and why.