Value-based selling is an approach that aims at benefitting the customer through a sales process. Sales Team follows a consultative approach wherein they engage with customer and try to provide a solution to their requirement. In this process customer decision is based on the value perception of the product or service
1. Need based selling – Understand the need of customer and provide solution based on the requirement . Sales team empathize with customer and follow a bottom to top approach in pushing the product or service.
2. Engagement with Customer – Here the you engage with prospect and move discussion from price of the product to the benefit the product or service provided. Customers are interested in knowing the product can meet their requirement. Here customer will be more interested to close the deal and you have may have higher price advantage leading to better profits.
3. Build a healthy connect between Buyer and Seller– As you establish above two process there builds a healthy relationship between Buyer and Seller which doesn’t stop with a single purchase helps with referral for future leads. Finding new leads takes time .“Loyal customers, they don’t just come back, they don’t simply recommend you, they insist that their friends do business with you.
Example – Customer planning to buy a car visits the Dealer touch point. Here the Sales team uses a consultative approach in understanding the requirement in terms of number of members, mileage or comfort priority, safety features type of usage weekend or daily use then positions the suitable model .
Example– Customer looking for Specialized course to upgrade their skills connects with a Agency counsellor. Counsellor understand the profile of the customer and start building the conversation over the potential benefits each course will provide .Engaging with customer will help to understand what is the requirement and suitable course can be suggested.
