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➤ Principles of value based selling are facts that clearly state that sales professionals should not only focus on sales.

The purpose of these principles is to enable you to benefit the customers throughout the sales process. The sales specialist becomes the sales consultant.

The potential value of your product to people should be tailored to the needs of customers so that you put their needs first and thus earn long-term incomes from happy people.

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Principles of value based selling
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Principles of Value Based Selling

The first principle is about understanding your potential customers’ working experience (the company and industry they work for) and their pain points.

➤ Pay attention to job positions because a manager and a labourer may not have the same choices and shopping preferences. Also, please take a look at the pages they like and follow, analyze how they buy products (the features of those products). LinkedIn will help you a lot in this regard.

Take a look at your current customers’ friends on LinkedIn. Some may have almost the same shopping preferences. Why not make them your customers too? 

You can understand what your current and potential customers like by looking at the content they share on their social media accounts.

➤ Take a look at the website, the press team’s contents, and social media accounts of the company they worked for. My final advice on this principle is about employees working in a marketing group within the company, not individually.

Value based selling

Examine the customer base in your company’s CRM because your colleague may already be dealing with the shopper you want to deal with. Learn from them how he or she interacts with the relevant customer.

The second principle is about always listening carefully to your potential customer before peddling your product. Comprehend what they are looking for to tell them how your product delivers value to the customer. Explain why your product will solve that customer’s problem and help them apprehend it. Of course, you must first understand your product perfectly.

Answer these questions:

  1. Is your product designed to increase productivity or to eliminate a problem?
  2. Does your company provide free training and make life easier for customers after purchasing this product?
  3. Is your product an updateable product?

Giving your customers training on your product (guidelines, videos, seminars) shows that you care about them. Even people who have never thought of purchasing your product may be affected by your behavior, and you may be perceived as the chief guide in various matters, either as an individual or as a company.

principles of value based selling

Those who see you as an instructor will trust you. Thus, you will not have to spend extra effort to make sales. If you use your real-life experiences in your training, your credibility will increase to a great extent. Provide answers to people’s questions with practical solutions.

The last principle is all about capitalizing on the personable approach. Always use a friendly tone and be loquacious with your current and potential customers.

Show them that you are not just talking to make a sale. Try to really get to know them and ask open-ended questions. These questions are not yes or no questions; they are questions that require explanations.

Take advantage of small talks. Try to gather information about their interests, job duties, and even events they are not afraid to spend money on.

You should want them to see you as a trusted advisor, not a sales person, so that what you say sounds appealing and makes sense to them. Many people buy the product their friend recommends, right?

value based selling


➤ At the end of the day, seek to build a communication based on long-term trust. Let every interaction bring new value to existing and potential customers: new knowledge, abilities, and skills.

➤ Let them enjoy talking to you and feel peaceful every time they speak to you. Do not interrupt them as they talk, answer their questions, address their emotions and share articles about your business on your website. 

➤ Small steps may turn into significant gains in the long run, even too big that nobody can buy with money.

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