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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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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

slide10

Value-Added Selling Defined

  • Value Added Selling Is Proactive
  • Three Dimensional
    • Product

Philosophy

slide11

Value-Added Selling Defined

  • Value Added Selling Is Proactive
  • Three Dimensional
    • Product
    • Company

Philosophy

slide12

Value-Added Selling Defined

  • Value Added Selling Is Proactive
  • Three Dimensional
    • Product
    • Company
    • Yourselves

Philosophy

slide13

Value-Added Selling Defined

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

Philosophy

slide14

Value-Added Selling Defined

  • 57% of the Buying Decision is Influenced by the Product
  • 25% by the Salesperson

Philosophy

slide15

Value-Added Selling Defined

  • 57% of the Buying Decision is Influenced by the Product
  • 25% by the Salesperson
  • 18% by the Company

Philosophy

slide16

Price Facts

  • Brand Counts

Philosophy

slide17

Price Facts

  • Brand Counts
  • Market Leader can Charge More

Philosophy

slide18

Price Facts

  • Brand Counts
  • Market Leader can Charge More
  • If you Charge More There is Perceived Value

Philosophy

slide19

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

slide20

Why Sales People Don’t Sell Value

  • Fear of Losing the Order
  • Lack of Confidence
  • Lack of Skills or Knowledge

Philosophy

slide21

Customer Messaging

  • What and How You Communicate
  • Value Added
    • Quantitative Value Added
    • Qualitative Value Added

Philosophy

slide22

Quantitative Value-Added

NOW LETS HEAR FROM THE AUDIENCE

Philosophy

slide23

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
slide25

Penetrate the Account Deeply

  • Level I Decision Makers
    • Logistics Buyers

Selling Strategies

slide26

Penetrate the Account Deeply

  • Level II Decision Makers
    • Concerned About Usage of the Product

Selling Strategies

slide27

Penetrate the Account Deeply

  • Level III Decision Makers (HLDM’s)
    • Profitability and Cash Flow

Selling Strategies

slide28

Take the Steps

  • Customer-izing
    • Buyers Not the Sellers Define Value
    • Needs Versus Wants

Selling Strategies

slide29

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

slide30

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

slide31

Take the Steps

  • Supporting
    • Process Support
    • People Support
  • Relationship Building
  • Tinkering
    • Ease Of Doing Business
    • Continuously Improve

Selling Strategies

slide32

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
slide35

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

slide36

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

slide37

Presentation Stage

  • Sell To The Level Of The Decision Maker You’re Addressing
  • Sell All Dimensions Of Value
    • Product
    • Company
    • You

Selling Tactics

slide38

Presentation Stage

  • Sell To The Level Of The Decision Maker You’re Addressing
  • Sell All Dimensions Of Value
    • Product
    • Company
    • You

Selling Tactics

slide39

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

slide41

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

slide42

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

slide43

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

slide44

The Commitment Stage

  • Selling Value Closes Deals

Selling Tactics

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