What Is Value Added Selling?

Sales personnel have insight into the customer's decision-making process, dig deeper into customer needs, define value from the customer's perspective, and convince customers that your solution exceeds his expectations, and value-added sales can occur. Compared to simply obtaining orders, the value-added sales method expands the time range of sales and provides more value-added opportunities for the products sold and the sales staff themselves.

Value-added sales

Right!

The process of value-added sales begins with a deep understanding of customer needs, ideas and other relevant details. Insight into the priority of customer needs, customer-centric, this is not just a sales call, it is a process to bring maximum value to customers. Value-added sales staff spend a lot of time at the beginning of the sale, which is the phase of understanding the needs of customers. They always look for ways to create meaningful value and exceed customer expectations.

The English name of value-added sales is Upsale, and its income ratio generally does not exceed 15% of the transaction value, so as not to increase customer purchase pressure. For example: dining at McDonald's, after ordering, the service staff said that we just launched a new product XX, would you like to try it? Or do you want a fries? and many more.

The concept of value-added sales is broad and narrow.

Narrow value-added sales refer to the use of various ratios by corporate sales departments.

To realize value-added sales, an enterprise must analyze its factors manually. The basic factors affecting value-added sales include:

1. Make an agreement early. In the process of formulating a sales strategy, the sooner the insight comes, the easier it will be to seize the relative initiative, and the more opportunities there will be to adopt value-added sales strategies. Value-added sales require unique product technical conditions and flexible, proactive service-based competition methods, and slow decision-making often loses these, thereby losing value-added sales conditions.

2. Focus on the long term

Generally speaking, value-added sales include four steps.

The first step: strategic value analysis. For value-added sales, we must analyze the following three aspects in detail: the company itself, the market, and competition. Find out which things are well-established, what are still flawed, and what you do nt know at all, and find value-added points.

Step 2: Create a VIP list. According to the completed strategic analysis, a VIP (Value ln Purchasing) list is establishedthat is, a purchase value list. According to this list, the company needs to provide at least 20 additional value-added, which include product value-added, company value-added, sales force value-added. The salesperson uses the VIP list to decide what additional value to add to the business for discussion.

Step 3: Act as a customer audit. That is, on the one hand, they are sellers, and on the other hand, they are like business partners of customers, who together with customers make audits on purchasing decisions. Accurately know what customers need and what they expect from products, hawkers, and salespeople. Encourage customers to speak freely, look for performance-driven questions, remind customers of the differences between their real needs and what they use, and pay attention to the customer's market presence. Weaknesses in designing and perfecting your own sales strategy. In addition, seeking the buyer's pressure point, that is, clarifying his situation, such as timing, brand preferences, credit ratings, and poor experience in competition, will make the customer willing to do business with himself.

Step 4: Persuade customers to buy. When introducing product prices, you can renovate the company's interest name, and then set the price under the new name, and you can promptly remind consumers that the value he gets far exceeds the price of the product itself, all to stimulate consumption. The desire of purchasers achieves the realization of product sales and value-added purposes.