C&C Value-based Selling.pptx
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Value-based selling focuses on demonstrating how a product or service will provide value to the customer by meeting their needs, rather than simply pitching products. The document discusses value-based selling and includes questions about determining and communicating the value of a company's products on sales calls. It also addresses developing a growth mindset for learning value-based selling skills and reviewing sales calls to identify ways to better add value through language used.
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The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
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Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
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Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
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Hello myself Dr Mukesh Garg
I am a senior consultant at Garg Hospital and Director Found of Fotokart Digital private limited
eager to meet you to discuss business mindset and day-to-day challenges in our business and personal life, and practically used handpicked solutions for these challenges
If you are doing any business of selling products or service provider and want to create an online store
You can download and try our free marketplace app a business solution tool
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This document contains a collection of short passages on various topics related to sales and customer focused selling. The passages provide tips, reminders and perspectives for sales professionals, such as focusing on understanding customer needs rather than just selling products, asking questions to learn about customers, and adapting presentations based on individual customers' interests and priorities. The document encourages taking a customer-centric approach to maximize sales effectiveness and build strong customer relationships.
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Living in an UBER World - June '24 Sales Meeting
June 2024 Lancaster County Sales Meeting for Berkshire Hathaway HomeServices Homesale Realty covering the following topics: 1. VA Suspends Buyer Agent Payment Plan (article), 2. Frequently Used Terms in title, 3. Zillow Showcase Overview, 4. QuickBuy commission promotion, 5. Documenting Cooperative Compensation, 6. NAR's Code of Ethics - Mass Media Solicitations, 7. Is it really cheaper to rent? 8. Do's and Don't's when Terminating the Agreement of Sale, 9. Living in an UBER World
Signature Global TITANIUM SPR | 3.5 & 4.5BHK High rise Apartments in Gurgaon
Signature Global TITANIUM SPR launched a high rise apartments in Gurgaon . In this project Signature Global offers 3.5 & 4.5 BHK high rise Apartment at sector 71 Gurgaon SPR Road. Signature Global Titanium SPR is IGBC Gold certified, a testament to our commitment to sustainability.
Listing Turkey - Piyalepasa Istanbul Catalog
We are working around the clock to transform a long-time dream into reality. As a result, Piyalepasa Istanbul will be the largest privately developed urban regeneration project in Turkey.
THE NEIGHBORHOOD WE HAVE BEEN LONGING FOR IS COMING TO LIFE
The good old days of the Piyalepasa neighborhood are being brought back to life with Piyalepasa Istanbul houses, residences, offices, hotels and a pedestrianized shopping avenue.
The wide streets of this 82.000 square meter development conveniently face the main boulevard in a prime Beyoglu location. “Piyalepaşa İstanbul” stands out as the only project designed to offer a neighborhood lifestyle, complete with its grocers, bagel sellers and greengrocer. Piyalepasa Istanbul has all the values to make it an authentic neighborhood, our very own community.
A NEIGHBORHOOD FULL OF LIFE, IN THE HEART OF THE CITY!
“Piyalepaşa İstanbul” is a “mixed-use” concept containing all the elements for a vibrant social life with houses, residences, offices, hotels and high street shopping.
“Piyalepaşa İstanbul” will take the liveliness of Istanbul into its heart. The elegant sparkle of Nisantasi, the young and colorful Besiktas, the variety and multicultural heritage of Istiklal Street will all be contained within the streets of this neighborhood.
“Piyalepaşa İstanbul” bears traces of the most beautiful examples of Turkish architecture from the Seljuks to the Ottomans and from Anatolia to Rumelia. With its graded facades, wide eaves, bay windows, pools, and interior courtyard systems, it offers a new living space without disrupting the city’s silhouette and neighborhood.
“Piyalepaşa İstanbul” is the new attraction of this splendid city.
TO BE AT THE CENTER OF ISTANBUL… THIS IS REAL LUXURY!
With its proximity to D-100 highway, connecting roads and tunnels, “Piyalepaşa İstanbul” is only minutes away from Kabatas, Besiktas, the Golden Horn and Karakoy.
“Piyalepaşa İstanbul” is close to the prestigious new Istanbul Court House, a major hospital, the Perpa trade center and the city’s most lively neighborhoods. With its shuttle service to Okmeydani Metrobus station, Sishane and the Court House subway stations, “Piyalepaşa İstanbul” will provide you with the most convenient transport connections.
https://listingturkey.com/property/piyalepasa-istanbul/
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Andhra Pradesh, known for its strategic location on the southeastern coast of India, has emerged as a key player in India’s industrial landscape. Over the decades, the state has witnessed significant growth across various sectors,
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C&C Value-based Selling.pptx
- 1. Coffee & Calls Bi-Weekly Topic: Value-based Selling
- 2. Value-based Selling ● The definition of value-based selling is far more straightforward than you might think. Instead of pitching products alone, value- based selling focuses on how the product or service will provide value to the customer. The goal is to focus on the customer's needs so that they can make a decision based on the potential value they'll get out of a product. ● Round Robin Questions: ○ What is the value of Homeward’s Products? ○ How do we make sure we bring up value on every call? Is this something that should be reactive? Proactive? ○ What do you think we listen for when gauging a salesperson's ability to sell the value of our products? ○ Why do you think adding value is important in our sales calls? ● Growth Mindset vs Fixed Mindset ○ Do you think value-based selling can be learned or is it a “sales skill” you’re born with? Skill Theory
- 3. Call Review Link to Call
- 4. Value-based Selling ● What advice would you give yourself to help with adding value to our product on calls? ● What changes will you make to achieve better value-add language on calls? ● What triggers can we use to remind ourselves to add-value on a call? (habit breakers) ● Be honest: If you were to listen to your own calls: How would you rate 1-10 your value-add language for our products and company? Peer Discussion
- 5. $PIFF of the week! To incentivize everyone to focus on this topic we’re handing out money!! $50 Amazon Gift Card Share with your manager 1-2 calls where you use Value-based Selling with a client! If your call is chosen for C&C next week you’ll win the $PIFF!
- 7. Part 2: Focus Group
- 8. Critical Analysis: Value-based Selling Listen to this call and do the following on a word doc: 1. List 3 instances (ie. mins 3:43, 7:42, 13:50) where your colleague either showcases or misses an opportunity to sell the value of our product specifically to the client’s needs (must list at least 1 of each) 2. If you give a missed opportunity example, give a short answer of why you feel they missed and what could/should have been said instead. 2a. If you’re sharing showcasing value based selling, give a short answer of what went well. What was client’s reaction? Why is this skill important to master? 3. What particular portion of the HomeWORDS is specifically there to give us an opportunity to sell the value to our client? Does our colleague nail this portion? 4. Let’s discuss them together. Listen to this call and do the following on a word doc: 1. List 3 instances (ie. mins 3:43, 7:42, 13:50) where your colleague either showcases or misses an opportunity to sell the value of our product specifically to the client’s needs (must list at least 1 of each) 2. If you give a missed opportunity example, give a short answer of why you feel they missed and what could/should have been said instead. 2a. If you’re sharing showcasing value based selling, give a short answer of what went well. What was client’s reaction? Why is this skill important to master? 3. What particular portion of the HomeWORDS is specifically there to give us an opportunity to sell the value to our client? Does our colleague nail this portion? 4. Let’s discuss them together. Link to Call Link to Call
Editor's Notes
- Ask for RADICAL ATTENTION. Explain a stitch in time saves 9. Better 100% now and retention than long coaching moments later.