Best Sales Techniques: Top 4 Tips in Selling Value Effectively 🥦
Like the way that consumers consume regularly changes, salespeople are continually trying to find the best sales techniques. So, how they can rise above the pack and offer outstanding service that will win new business. The key is providing a personalised sales experience, and the best way to do this is with value-based selling. Moreover, it’s one thing to be able to list off the features and benefits of your product, but customers want to know why they should value it. They want to understand how you and your product will solve their problem.
Certainly, you’ve run into a brick wall at some point in your sales career. Well, we’ve had it all happen when you got your sales pipeline packed and lots of prospects, however, it is very difficult to close a complex sale. And you just want to throw your whole sales method out the window.
Relax… when that happens, take time to think about the sales process you’ve been using. Maybe it’s time to change your sales techniques and go back to basics — to the psychology of selling. Whether you are involved in business to business (B2B) sales or directly doing business with consumers (B2C).
In this article, we will discuss the best sales techniques and how to apply value-based selling. By the end of the article, you’ll learn how to have a more positive outlook the next time you’re in a sales rut as we will provide you with some helpful and best sales techniques.
What is value-based selling?
First of all, the main idea is to create unique value for your customers by solving their specific problem. Hence, by alerting your customer to the value of dealing with an issue. Thus, they quickly see why they need your product to help achieve it. In effect, if we think about large-scale business, value-based selling is considered all the time. Hours are spent analysing the problem before an investment is made on the solution.
Also keep in mind that in some cases to do this, you may need to help customers understand the value of solving their problem in the first place. This is why value-based selling is one of the best sales techniques you can utilise; you are helping people address an issue they may not have realised they had.
Best sales techniques to apply to value-based selling
Value-based selling is still selling, however, the focus shifts from the sales process, to the buying process. There are some things you should keep in mind to ensure you are effectively selling value:
- Make the value of your offer very clear
Don’t give a broad description of the value you are offering. Your sales process shouldn’t be able to be applied to everyone and anyone that isn’t the point. Customise your pitch, let the customer know how your product has value to their specific situation. Focusing on the elements of your product that will help each customer, as opposed to what it can do overall, will be much more effective.
- Get to the point
Consumers bombarded with sales all of the time; and as a result, they see through the fluff. The value you are offering is only worthwhile if it is meaningful. Wasting people’s time (and your own) is futile, be efficient and direct with how you can help someone. If your customer has questions, answer them. Don’t be vague, and only stick to the facts.
- It’s about them, not you
The buyer journey is the only one that matters, and the best sales techniques you can use are tailored around it. The buyer decision process should be your bible with all strategies working around it.
- Know when you are not helpful
If you can’t help your customer solve the problem, then bow out. It’s a simple idea that will save a lot of headaches down the track when your customer realises that your solution was not the best option. Negative word-of-mouth travels fast.
A form of relationship
Value-based selling is a form of relationship selling, just not the actual thing. People will continue to buy from businesses they like and trust. The difference now is that the relationships need to be value-based. Therefore this requires a little more research on the seller’s side to understand the needs of the customer. For an existing relationship, quantify the value you have already provided.
Consider the fact that today’s salespeople are facing:
- Far more competition
- Longer sales cycles
- Smaller win rates
- Pushy selling tactics never really work well, and in the eye’s of today’s customer, they don’t at all. In effect, the internet and the vast options it provides consumers means that they now have more control over their purchases. Thus, the best sales techniques work with the consumer’s buying process.
- Therefore, great salespeople consequently need to be able to sell their products without actually selling. Above all, the focus is no longer on entertaining clients or just listing the features and benefits of your product.
- Learn how to understand everything you can about your customer or their business. Develop an understanding of their needs and what they consider valuable. Satisfy the buyer’s requirement, solve their problem develop a sense of trust. Your customer will be happy and you, in turn, will benefit from a new long-term business relationship.
Below listed techniques are helpful to a more positive outlook the next time you’re in a sales rut.
- Tell a great story that will help the buyer wrap his head around your solution, consequently making it easier to say close a sale.
- Put yourself in the buyer’s shoes. Ask yourself a question like, “If I had my client’s problem, what would convince me to take advantage of the offer?”
- Magnify the pain your client is facing. It can be actual profits or something of great worth like employee efficiency
- Handle top objections right away. Be proactive and answer them the earliest time possible during your presentation before they even come up.
- Contact a lead immediately. If you want to convert, don’t wait for hours to call.
- Keep contacting a lead. Don’t scratch off the lead if you were not able to reach him after making a couple of attempts. Be a little more persistent.
- Don’t call on mid-day, go for mid-week. Usually, the perfect time to call a client is early morning or late afternoon.
- Show your unique value proposition. Provide the extra benefit that you can offer.
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