Value added selling june 3 rd 2010
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Value Added Selling June 3 rd , 2010. Discussion Points. Value-Added Selling Philosophy Value-Added Selling Strategies Value-Added Selling Tactics. Discussion Points. Value-Added Selling Philosophy Value-Added Selling Strategies Value-Added Selling Tactics. Value Defined.

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Value Added Selling June 3 rd , 2010

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Value added selling june 3 rd 2010

Value Added SellingJune 3rd, 2010


Discussion points

Discussion Points

  • Value-Added Selling Philosophy

  • Value-Added Selling Strategies

  • Value-Added Selling Tactics


Discussion points1

Discussion Points

  • Value-Added Selling Philosophy

  • Value-Added Selling Strategies

  • Value-Added Selling Tactics


Value defined

Value Defined

  • It’s the Buyer’s Perception That Counts

Philosophy


Value defined1

Value Defined

  • It’s the Buyer’s Perception That Counts

  • Value Is Bigger Than Price

Philosophy


Value defined2

Value Defined

  • It’s the Buyer’s Perception That Counts

  • Value Is Bigger Than Price

  • Value Is Long Term

Philosophy


Value defined3

Value Defined

  • Perceived Value

  • Performance Value

    • Product

Philosophy


Value defined4

Value Defined

  • Perceived Value

  • Performance Value

    • Product

    • Service

Philosophy


Value defined5

Value Defined

  • Perceived Value

  • Performance Value

    • Product

    • Service

    • Company

Philosophy


Value added selling june 3 rd 2010

Value-Added Selling Defined

  • Value Added Selling Is Proactive

  • Three Dimensional

    • Product

Philosophy


Value added selling june 3 rd 2010

Value-Added Selling Defined

  • Value Added Selling Is Proactive

  • Three Dimensional

    • Product

    • Company

Philosophy


Value added selling june 3 rd 2010

Value-Added Selling Defined

  • Value Added Selling Is Proactive

  • Three Dimensional

    • Product

    • Company

    • Yourselves

Philosophy


Value added selling june 3 rd 2010

Value-Added Selling Defined

  • Key Point

  • 57% of the Buying Decision is Influenced by the Product

Philosophy


Value added selling june 3 rd 2010

Value-Added Selling Defined

  • 57% of the Buying Decision is Influenced by the Product

  • 25% by the Salesperson

Philosophy


Value added selling june 3 rd 2010

Value-Added Selling Defined

  • 57% of the Buying Decision is Influenced by the Product

  • 25% by the Salesperson

  • 18% by the Company

Philosophy


Value added selling june 3 rd 2010

Price Facts

  • Brand Counts

Philosophy


Value added selling june 3 rd 2010

Price Facts

  • Brand Counts

  • Market Leader can Charge More

Philosophy


Value added selling june 3 rd 2010

Price Facts

  • Brand Counts

  • Market Leader can Charge More

  • If you Charge More There is Perceived Value

Philosophy


Value added selling june 3 rd 2010

Price Facts

  • Brand Counts

  • Market Leader can Charge More

  • If you Charge More There is Perceived Value

  • Buyers Are Price Sensitive About the Necessities Not the Niceties

Philosophy


Value added selling june 3 rd 2010

Why Sales People Don’t Sell Value

  • Fear of Losing the Order

  • Lack of Confidence

  • Lack of Skills or Knowledge

Philosophy


Value added selling june 3 rd 2010

Customer Messaging

  • What and How You Communicate

  • Value Added

    • Quantitative Value Added

    • Qualitative Value Added

Philosophy


Value added selling june 3 rd 2010

Quantitative Value-Added

NOW LETS HEAR FROM THE AUDIENCE

Philosophy


Value added selling june 3 rd 2010

Qualitative Value-Added

NOW LETS HEAR FROM THE AUDIENCE

Philosophy


Discussion points2

Discussion Points

  • Value-Added Selling Philosophy

  • Value-Added Selling Strategies

  • Value-Added Selling Tactics


Value added selling june 3 rd 2010

Penetrate the Account Deeply

  • Level I Decision Makers

    • Logistics Buyers

Selling Strategies


Value added selling june 3 rd 2010

Penetrate the Account Deeply

  • Level II Decision Makers

    • Concerned About Usage of the Product

Selling Strategies


Value added selling june 3 rd 2010

Penetrate the Account Deeply

  • Level III Decision Makers (HLDM’s)

    • Profitability and Cash Flow

Selling Strategies


Value added selling june 3 rd 2010

Take the Steps

  • Customer-izing

    • Buyers Not the Sellers Define Value

    • Needs Versus Wants

Selling Strategies


Value added selling june 3 rd 2010

Take the Steps

  • Positioning

    • The Way the Customer Thinks

    • It’s a Campaign

    • Face to Face

    • Every Company Owns a Position in the Customers Mind

    • Everything You Do Counts

Selling Strategies


Value added selling june 3 rd 2010

Take the Steps

  • Differentiating

    • What the Buyer Needs Not What the Competition is Doing

  • Presenting

    • Its All About The Customer

    • Sell To The Customers Needs and Wants

    • Use Value Added Sales Talk

Selling Strategies


Value added selling june 3 rd 2010

Take the Steps

  • Supporting

    • Process Support

    • People Support

  • Relationship Building

  • Tinkering

    • Ease Of Doing Business

    • Continuously Improve

Selling Strategies


Value added selling june 3 rd 2010

Take the Steps

  • Value Reinforcement

    • They Will Forget If We Do Not Remind Them

Selling Strategies


Discussion points3

Discussion Points

  • Value-Added Selling Philosophy

  • Value-Added Selling Strategies

  • Value-Added Selling Tactics


Proactive sales planning

Gross Margin.

Proactive

Proactive Sales Planning

The Sell

Gross Margin

Reactive

Gross Margin $/mo

Sales Prep Time

Time

Lack of Preparation

Probing, Listening & Presenting

  • Pre Call Planning

  • Understanding Who You Are Selling

  • Proper Needs Analysis

  • Understanding Product Features

  • Good Presentation

  • Allows Customer To Dummy Down Product

  • Price Main Factor

  • You Are Defending Yourself Against The Competition

  • Defensive Selling

  • Upfront investment is most effective and efficient 1:4


Value added selling june 3 rd 2010

Pre-Call Planning

  • What Do I Want To Accomplish

  • What Do I Want To Ask

  • What Customer Messaging Tools Do I Want To Use

  • What Obstacles Do I Anticipate

  • What Action Do You Want As a Result Of the Call

Selling Tactics


Value added selling june 3 rd 2010

Needs Analysis

  • Critical For The Sales Call

  • Although We Call On A Lot of The Same Accounts Needs May Change

  • Needs Will Vary

    • Buyer (Level 1)

    • Quality Assurance Manager (Level II)

    • Purchasing Manager (Level III)

    • General Manager (Level III)

Selling Tactics


Value added selling june 3 rd 2010

Presentation Stage

  • Sell To The Level Of The Decision Maker You’re Addressing

  • Sell All Dimensions Of Value

    • Product

    • Company

    • You

Selling Tactics


Value added selling june 3 rd 2010

Presentation Stage

  • Sell To The Level Of The Decision Maker You’re Addressing

  • Sell All Dimensions Of Value

    • Product

    • Company

    • You

Selling Tactics


Value added selling june 3 rd 2010

Product Value

  • Sell Features and Not Claims

    • Facts That Describe

      • Machining Enhancements

      • Residual Stress Enhancements

      • Lot To Lot Consistency

  • Sell The Benefit of The Features

Selling Tactics


Value added selling june 3 rd 2010

Selling Tactics


Value added selling june 3 rd 2010

Company Value

  • Commitment To

    • Providing The Best “BIC” Customer Experience

    • Continuous Improvement

    • the Distribution Channel

  • Providing The Full Range Of Aluminum Products

  • Providing A Full Range Of Technical Support

Selling Tactics


Value added selling june 3 rd 2010

Your Value

  • Your Commitment To Service

  • Access To Market Information

  • Product Training Resource

  • Broad Market Knowledge

  • Above All - You Are Their “Go-To” Person

Selling Tactics


Value added selling june 3 rd 2010

The Commitment Stage

  • Should Require The Least Time If Proper Planning Was Accomplished

  • 83% Of Your Time Should Be Spent Up Front (Probing, Listening and Presenting)

Selling Tactics


Value added selling june 3 rd 2010

The Commitment Stage

  • Selling Value Closes Deals

Selling Tactics


Value added selling june 3 rd 2010

Questions


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