4 secrets to selling based on your added value instead of the price
Price is indisputably the main element that most ordering clients focus on. It’s therefore often the deciding factor in the choice of subcontractor and can be at the heart of long discussions between both parties, often to the detriment of the real value of the product or service offered. But how can you make price no longer the issue, the thing that holds the complete attention of your prospects? The answer is simple: highlight the added value of your product or service. And here’s how to do it, in 4 essential points.
1. Take the time to find out the real expectations of your customers
To sell well, start by forgetting to sell. Instead, gradually lead your prospect to buy the product, the service, or rather the solution you’re offering for the problems they have. This implies, of course, that you know the problem(s) they want to solve. To do that, put your sales pitch aside and devote plenty of time discovering the realities and specific expectations of your ordering clients. That’s what we call “spin selling.”
2. Lead your prospect to realize on their own the added value they’re looking for
While taking the time to discover your prospect’s expectations, you should also lead them to realize what solving their problem could bring them. To do that, ask them the right questions. Don’t get too far ahead of yourself, as is often the case, by trying to make them understand that you understand their problem better than them and that you have the solution to it. They could back off at that point. By contrast, if they deduce and express on their own, based on your exchanges, what they could gain from solving their problem, then you’ll have taken a big step.
3. Develop a useful relationship for your customer
One of the essential bases for successfully highlighting your added value for your prospect is creating a relationship from which they already gain and benefit. Offering them the possibility of benefiting from your foresight on the subjects that concern them will encourage them all the more to become permanently attached to your services. To successfully implement this, just direct your conversations by asking them “useful” questions that will force them to think and that will help them see their needs and what their problems are costing them more clearly. Such an approach highlights your skills and already gives your prospect the feeling of benefiting from added value.
4. Showcase your added value now
Once your prospect is aware of the added value they’ll benefit from by solving their problem, they’ll be more willing to listen to what you can offer them as an extra. At this stage, if you’ve successfully put the previous three secrets into practice, your prospect should have clearly grasped the appeal of solving their problem, but also the appeal of relying on you in order to get a real plus in solving their problem. Your product or service therefore has a real shot at finding a taker without its intrinsic value being questioned.
While it’s clear that, in the manufacturing sector, the price is a deciding factor in the choice of subcontractors, the added value you offer can nonetheless make all the difference and let you score some points. So follow the approach outlined above to showcase it, and put luck on your side. Only then will you be able to remove any obstacles related to price.
When it comes to ensuring the best, most suitable sales techniques, Groupe Hyperforme is a partner of choice. Free yourself from the constraints of prospecting and trust a strong partner: Groupe Hyperforme.
