Sales System

Adding Value Follow Up

Adding Value

How do we add value to our product?

Many things can determine what your product is valued at and you are totally in control of the education of that.

How you present the product and knowing the details of how it works and why you think it is the solution to a customer needs. Are you concerned with the customer needs and do they know you are concerned? A customer can feel if you are sincere about their needs and will react accordingly.

If you say this is a special deal today and today only, then let it go and do not keep saying it, that is pressure and most of the time that will lose the sell for you. It might be for that day only and you have told the customer and it is there choice to take it or leave it.

A customer does not care if you are one sale away from a bonus; they are concerned only with what is the best decision for them. The value you can add is to help them make a good decision. What is their budget, and especially what is their need and could this be their best value for their need. They may leave and return only to realize that you were concerned for them and purchase your product and become a source of referrals.

How do we get the customer to find us? It is no secret that word of mouth is the best advertising and you need to get involved in this. What I mean there is that longevity is probably the easiest way to become involved, but there are other ways to get people to send you customers. What are you selling?

Are you an expert in that area or are you a member of the Chamber of Commerce or anything else that has members and know you and what your product is. Are you proud of what you do and how your product meets the needs of customers?

I have known many salespeople and did not even know what they sold. I have mention salespeople many times in these pages and I want you to know that if you have a product you are a salesperson. You may have salespeople working for you, but you need to understand that you are in the sales business with them.

Let people know what you do; it will be good for sales. Many people do not like salespeople, but we all depend on salespeople to make things run so all of the company employees can have a job. If you are the president of a company or a janitor of a company, you are connected to the salesperson.

We should be sending them business and help when we can. Sales is not an easy profession and it is one of the most honorable positions in the world. Help when you can your job depends on a salesperson so be thankful that someone is willing to be on the front lines for your company. Salespeople need to develop a relationship with employees to let them know you are an honorable person and will do your best to help anyone they might refer to you.

Know your Product

Know your product well, it will have limitations and advantages. You need to know how to focus on the advantages and overcome the limitations. You will have to educate yourself on the competition as well as your own product.

This will give you the advantage on the competition, as they probably will not know your product and its advantages or limitation. This strategy will help you overcome many objections, from price to the better know competition. Knowing what you are talking about will give customers confidence in purchasing your product.

Educate yourself on your product daily to make sure you keep the edge. When you follow up on your sales it makes your customers feel good they purchased from you. You can answer their questions without having to call them back after getting the answer from someone else. This will give you confidence to contact the customer and it gives the customer the confidence to refer more customers to you.