5 Important Tips for Value Based Selling

Value Based Selling is the process of understanding and reinforcing
the reasons why your product or service is of value to the buyer. It’s
an unfortunate fact that many of today’s B2B sales people are still far
more comfortable talking about their products than they are discussing
business issues. However the average B2B buyer regards a sales person’s
relevant business knowledge as being a lot more valuable than their
ability to regurgitate product features, functions and benefits.


If ever there was a place to use value and emotion in selling, it’s
with B2B buyers. Why is this? Because the sales process for them takes
22% longer than it did just seven years ago.


Could this mean that today’s buyers are just more indecisive? Not at
all. In fact, over 80% of B2B buyers think that everybody is pretty much
selling the same thing. The competition is fierce. Let’s be honest –
from a buyers perspective all suppliers seem the same. To further
complicate matters, buyers know that when they make a purchase decision
it will be a long-term commitment.





3 factors predict buyer behavior




A survey of over four thousand B2B buyers uncovered the most
important attributes that a sales professional should have in order to
be perceived as valuable, i.e. what makes a buyer buy. Here are the top 3
attributes that influence a buyer’s decision:

• How your product will benefit the company (How do you help your prospects achieve their goals, such as getting more customers and making more money?)
• How you can help the buyer (How will this make the individual buyer’s life easier, like improving their productivity levels or making work less stressful?)
• How do you boost the buyer’s self-worth (How are
  you making them look good to their staff or colleagues? According to
  Maslow’s hierarchy of needs, we are motivated by the need to look and
  feel important among peers.)

When trying to make a sale, it’s not all about your product, service,
or your proposal; it’s about motivating the buyer. If you act on the
three questions above, you will create internal advocates to help sell
your products and services for you.

Value-based selling requires appealing to not just the rational side of the buyer, but the emotional side.

Here are 5 important tips for value-based selling: continue reading the article here



5 Important Tips for Value Based Selling