Social Selling Tips of the Week: Know Your Value
Learn how to sell based on your value as a salesperson, rather than your product or price, in this week’s roundup of social selling tips.
August 21, 2015
What is the one thing you can offer your customers that none of your competitors have? It’s a vital question to answer if you want to succeed in sales. Other reps most likely have a solution similar to yours at a comparable price point. So why should your customer buy from you instead of them?
When you get down to it, the only thing you have that nobody else can offer is you. The value you create with your customer, the relationships you form, your integrity and trustworthiness – these are the things that set you apart from every other rep knocking on your prospect’s door.
This week’s roundup of social selling tips will help you realize and actualize your value to potential customers.
The Two Ways You Lose Deals Now
“There are two [things] that tend to dominate the ‘reason’ category for losses,” says Sales Coach & Consultant Anthony Iannarino. “The first is the lack of relationship, and the second is a lack of value creation.”
Iannarino explores how relationship building and value creation work together for sales success, each building off the other. “One of the real challenges some people have in increasing the perception of value is that they haven’t spent enough time on the relationship,” he says. When you establish a strong relationship and fully communicate your value proposition, you are selling something much more valuable than product and price.
Sales Tips from a Fresh Air Salesman
As the Head of Sales at Access Self Storage, Carlos Sousa basically sells fresh air. “What factors other than price do our customers look for when deciding to make a purchase?” he asks. “How can we influence the decision making process and stand out from the competition?”
For Sousa, making a sale is all about creating value for his customers. “Focus your messaging on what the customer can gain and how you meet their needs,” he says. That means varying your approach for different segments of your customer base, building on the knowledge you glean by creating strong relationships. See how Sousa sells fresh air.
The Price Objection: What It Really Means and How to Overcome It
If you’ve been in sales for a while, you have likely heard plenty of potential customers say your price is too high. For some reps, that objection is the end of the conversation; either you drop the price or move on. Marketing & Business Development Specialist Jaclyn Goldman sees it differently. “If you simply sell on price alone, you are an order taker,” she says.
Rather than focusing on price, Goldman says sales pros should “focus on the quality and service that [your] company can deliver.” She lays out a five-step plan for showing the value you offer, rather than focusing on the money. Building value can make your initial asking price seem like a bargain instead of a sticking point.
The most valuable asset you bring to a customer meeting is you. If you take the time to understand your prospects, build relationships, and communicate your value, you can differentiate yourself from the competition and win more sales.
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