Value Added Earning ? Medical Sales Training | Sales Training Tactics

?Why Doing More Should Make Your Wallet Fatter?

There is a lot of talk about adding value to customers as a way of differentiating you and your company. The problem is, most salespeople don?t know how to do it. The second problem is, those that do add value are often the same ones who STILL end up discounting or matching their competitor?s price.

So the first question is, ?What added value do you actually provide your customers?? Take a few minutes in your office right now to list at least five things you can provide that you know your competition will not or cannot. This list can contain activities that if given, would take extra time, effort or margin. (Free shipping, unlimited in-services, online training, dedicated support person, your personal cell number, free ROI consulting, free lunch for staff during training, etc.)

Value List

1.?? ?___________________________________

2.?? ?___________________________________

3.?? ?___________________________________

4.?? ?___________________________________

5.?? ?___________________________________

Now take a look at your list. Now if I asked your competition to do the same exercise, would their list look exactly like yours? If so, grab some white out and start again. Don?t stop until that list proves in YOUR mind that you actually have more to give.

So how do you use your list? First, you need to understand that the ADDED value you provide should NOT be free. If the competition can?t or won?t provide what you can, why should you just throw it in? In fact, the more you just throw things in, the LESS your customer actually values those things. This is where you need to act more like a negotiator and less like a ?desperate for your business? sales schmuck.

So on your next deal, remember the steps to Value Added Earning:

1. Understand what makes you better than the competition and be prepared to articulate the specifics.
2. Before you make your presentation, make that list of things the customer may value beyond your standard proposal. (As listed above)
3. Ask detailed questions to first determine what the prospect actually values. (No use throwing it in if they don?t even find value in it.)
4. Deliver your presentation with passion, leading the customer to the understanding that you ARE better than all others. (Even without having to discount or throw in a bunch of freebees)
5. If you discover that some of the extra value items you would be able to throw in ARE important to the prospect, deliver more than one option in your proposal. Option #1 includes those items but at a PREMIUM Price. Option #2 is your standard proposal without them.
6. Understand the psychology of buyers. Despite popular belief, PREMIUM buyers still exist. These folks are motivated by the fear of getting less than the best. For everybody else, they still have Option #2, which is still a better solution than the competition. (Because you convinced them how good you are)
7. Stop giving without getting. Anytime you have to give something extra, ask for something YOU value in return. For example, they come back and want free shipping, or extra training sessions, don?t just cave in. Ask for something you value?such as three references of possible prospects, an introduction to another department decision-maker, etc.

In short, great sales performance begins with YOU understanding what makes you good. Then by being prepared with the EXTRA value you can provide. Then with the attitude that you are SO good, that you deserve to win just as much as the customer does. In the end, your customers will be happy they are doing business with the best partner. And with a higher gross profit, you will have discovered the meaning of Value Added Earning.

Brian Sullivan, CSP teaches sales organizations how to create happier customers and fatter sales margins. To sign up for free sales training modules on getting to the top, go to www.precisesellingonline.com. Or drop Brian an email at bsullivan@preciseselling.com.

Source: http://www.salestrainingtactics.com/value-added-earning-medical-sales-training/2011/06/

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