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Selling Value And Quality
by Gerry Robert
An extremely important selling practice to adhere to is the concept of selling products and
services on the merit of their features and benefits as they relate to your prospect.
Many salespeople make the mistake of concentrating their presentations on the fact that they
are offering the best price.
This will put you in the same category as many of your competitors and devalue what you are
selling.
The key to effective selling is to be the best and to be different than your competitors.
Consumers do want the best price and value for their dollar, but there’s a lot to be said for
positioning yourself as representing the best products with the best quality.
Craftsmanship, design and product intelligence and delivery speak loudly to everyone who is
considering making a purchase.
Here are some sales tips on how and why top producers in sales put a lot of emphasis on
quality and versus price.
The Tools Of The Trade
One of the exciting elements of the sale business is the fact that it only requires a few items of proficiency in order to be successful. These items are all easy to articulate and well within your grasp.
They are :
- Knowledge and skill ;
- A strategic attitude ;
- Credibility ;
- Attainable goals ; and
- Product professionalism
You will notice that all of these elements are connected in nature.
You need only to excel in these areas to enjoy on-going success in sales, however, should you
ignore any one of these items then it will negatively impact your overall sales results.
Champion sales achievers are all extremely proactive in their efforts to maintain these few
disciplines.
Your knowledge and skill set with respect to the industry you are in and your sales ability
are completely in your control.
Regardless of your current sales ability and background, you should devouring all of the
training made available to you.
One thing that all high sales achievers possess, is that they are well schooled and have a
thirst for new ideas. Knowledge is not only power - but a prerequisite for success.
In order for you to become a leader in relationship sales, you must make a conscious decision
to
a) know the product/service thoroughly and
b) refine your selling and communication skills.
If there are any areas of the product/service that you are not clear on, then do whatever it takes to immediately become an expert. Make a commitment to not only read the material,
but also to practise it and role play with your colleagues.
Important Notice
Once you have begun the process of refining your knowledge and skill set, you will exude a tremendous level of confidence. This will empower you to carry an aura
of expertise into your sales calls.
People will respond favourably to your recommendations as you will be well educated and
capable of offering consultative solutions.
There is no question that our attitudes have a dramatic impact on our level of success.
In professional selling, we need to be pro-active on a daily basis in possessing a "strategic
attitude".
This simply means that we must use our attitude, our emotional state, to our advantage.
Outstanding salesperson understand that their perspective on products, price, the market
price, profitability and opportunity is always self-fulfilling.
Your strategic attitude should be one that:
- has a passion for representing your products and services ;
- is committed to the ongoing refinement of knowledge and skill ; and
- appreciate your resources and utilises them fully.
Remember that you now hold a fantastic opportunity to provide exceptional product-driven
solutions to society. A critical aspect to your success will be able to maintain and relive
your enthusiasm on an ongoing basis.
In order to gauge whether your attitude is an asset or a detriment to your business, take
the time to honesty and thoroughly answer the following questions :
- How do I feel about the quality of the products and services offered?
- What is it about the portfolio that mostly benefits people?
- Why would someone want to purchase our products/services?
- How do you really feel about selling products and services designed to help families and small businesses better manage their finances?
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