Add Value To Your Sales Visits…
Today more than ever, it is important to stress value when selling. While anyone can offer a cheap price, it is important to differentiate yourself from the competition, and having a good sales staff can play a huge role in the whole process. In fact, “a salesperson’s skill can add as much as 50 percent to the perceived value of any product or service,” that according to “How To Add Value To Every Sales Call,” an article found in the March/April 2010 issue of Selling Power magazine.
That’s huge! That’s why many companies are stringent about hiring qualified individuals, and are willing to pay more for those that can perform. Many companies also carefully groom their sales staff and offer extensive training for them.
“Everything you do is either increasing your perceived value, or detracting from it.” Following are 10 Ways To Increase Your “Perceived Value” rating from the article I wanted to share:
- Be well dressed. It is important to dress neat, and clean. Remember, perception is everything.
- Invest in expensive or good quality accessories. Again, perception! (e.g. a nice pen, briefcase, watch, etc.)
- Have a neat, wll-groomed appearance. Customers will appreciate your attention to detail.
- Practice impeccable manners, politeness, and courtesy. Alwasys try to put your best self forward.
- Never knock the competition. You decrease your own value by doing so.
- Be on time and deliver everything you promise. You are building your reputation.
- Never argue with customers. They may not always be right, but they are always the customer.
- Look for opportunities to so something extra. Small gestures can go a long way and can be very meaningful.
- Plan and prepare each appointment in advance. Organization is key and always promotes a professional image.
- Write thank you notes to each new customer, or prospect. It doesn’t cost anything to say thank you and people appreciate it.
Thanks for reading!
Barb
Posted in Business, Marketing, Uncategorized on March 30th, 2010 by Barb | | 2 Comments
on April 22nd, 2010 at 2:36 pm
A lot of this seems so basic. But it is a shocker to know that many people don’t do this and how much of an effect it has on customers if implemented.
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on May 5th, 2010 at 8:02 pm
Very true.
Thanks for reading my blog!
Barb
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