If your answer is yes, congratulations!! You are on the right track. However, if it is a no, you need to rethink your sales strategy. Your prospects are likely to choose to work with the business that can formulate, integrate, and develop the same business interests. They are looking for a long-term commitment and not a loose hanging thread that can slip off at any moment.

Simply put, value-based selling is a customer-centric approach. It focuses on the benefit of the client throughout the entire duration of the sales process. The entire focus of the sales rep is to provide value to the prospect’s business through their solutions, products, or services. Broadly, it is a consultative approach to sales.

· Current and past market trends

· Company’s industry standing

· Common contacts

· Social media engagement level

· Company’s authentic digital presence

· Market competitors

2) Don’t deep dive too early with sales pitches — As a sales rep, you need to have the virtue of patience. Don’t give in to the temptation to dive into the sales pitch as early as possible. Rather, resist impatience and analyze intelligently.

3) Communication is the key to successful deals — Understand that your client is looking for an appropriate solution for his business problem. If that wouldn’t have been the case, your client wouldn’t have sought out your services. Thus, in order to have a successful deal, you need to figure out how to solve your prospect’s problem.

4) Incorporate teaching and educating rather than just selling — It is a known fact that people respond better when they themselves are aware of the problem and its implications and the way to go about the solution. Hence, focus on teaching and educating your clients rather than just trying to sell.

5) Guide your prospect — As discussed earlier, when you adopt a value-based approach for your selling business, you turn into a consultant for your client dealings. Thus, it is your duty to guide your prospect through the entire sales process and help him make well-informed decisions that bear fruitful results for his business.

6) Personalized approach is the way to go — Make sure that the conversation and the solutions for your client are personalized and specific to his business. This reflects that you are genuinely interested in helping your prospect and he can rely on you to help his business boom.

· Have a free-flowing and open-ended conversation

· Don’t hesitate to ask relevant questions

· Small talk can be really helpful to approach a particular topic

· Try to have simple explanations for your client

· Do recommend relevant suggestions and changes

7) Value addition in every session — Lastly, ensure that you are adding value to your prospect’s business in one way or the other every time you interact with him. This will make your business credible and will build the trust of your client in your business capabilities.

1. Not ignoring the opportunity and blaming the situation for revenue loss.

2. Taking important notes and going back to revisit your sales strategy with the growth mindset.

3. Reaching out to The DriveSales™ if you need any specialized help for sales.



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