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What is Value Selling?
Two elements contribute to the definition of Value Selling. The first is positioning yourself as the customer`s preferred vendor by
providing “differential” value. Following this, it is justifying the differential between your price and the competitive price, to the point the customer is willing to pay you, the
preferred vendor, a premium.
Premiums cannot be justified in the marketplace without providing additional value; that is differentiating from the competition. Value Selling
takes the entire process into consideration. It addresses the following :
* Develop a clear understanding of how you currently differentiate from your competition
* How to best utilize the advantages you currently have.
* Exploring new ways to bring additional value to the customer.
* How to quantify the additional value to the customer.
* How to justify your pricing to the customer who attempts to negotiate your price down to the “low bid price”.
How does Value Selling work?
What can I expect from implementation of the Value Selling ideas?
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