Value Sells

The pandemic was indeed a catastrophe at many levels. However, it has enabled the inception of numerous new businesses, big and small. The global shift to digital during the pandemic has not only provided businesses with the opportunity to grow exponentially but has also given customers the luxury of having multiple alternatives at their fingertips. Even as business models got disrupted. Customers have benefited from the speed and convenience that self-serve and remote interactions have brought them in terms of information intake, order placement, and scheduling services. But more than anything they have access to a wider pool of solution providers from around the world and richer comparisons between competitors.

As a result, the buying patterns of post-pandemic customers have changed significantly. Customers are more demanding as they confront continued uncertainty and are held accountable for quick and tangible returns on investments on products and services they choose. As opposed to focusing on "what” to buy, they are increasingly interested in "why” they should buy it. No matter how well-known your brand or business is, if your products or services don't create value, customers won't hesitate to switch to a provider that does, whether their business is big or small, new or well-established.

With more competition from new quarters than before, reaching out to customers, earning their business, and maintaining it has become increasingly difficult. As a result, value-based selling has evolved as a potent means of converting and maintaining loyal clients. The objective of value-based selling is to provide benefits to the consumer throughout the whole sales process. It all comes down to helping clients clarify, what they are going through, what they really need and how you can assist them. If you use this strategy well, you may be able to charge clients higher fees while keeping them satisfied as they will see the value you are providing.

From Microsoft to Starbucks and Uber, there are so many major brands out there excelling in their businesses while creating value for their customers and clients.

There are proven, actionable solutions to integrate value-based selling into your sales strategy and communication. According to Dale Carnegie, these solutions can help businesses gain momentum, increase their win rates, acquire bigger sales, and conclude those sales more swiftly. You can add value to prospects in more than one way, and it is totally up to you to choose which one. Here is a list of what to focus on:

Buyer-first approach:

The objective of a buyer-first approach is to prioritise the needs of the customer while assisting them to make an informed decision to best suit their needs in the sales process. In a disrupted world, this is not always straightforward. Hand-holding customers to clarify and prioritise their goals into more specific needs is the most crucial first step in building value. @Mark Cuban explained this well when he said, “You are not trying to convince them of anything. You’re trying to show them how to make their lives easier. There are no focus involved. It’s a win-win game.”

Understanding barriers:

This Dale Carnegie approach helps to breakdown the journey from the current state to the desired goals. Identifying any barriers that will prevent or slowdown your transition and finding the right solutions to overcome them is the key.

Selling with Empathy

Empathy helps sellers connect better with decision-makers because they focus les on what they have to offer and more on the buyer, their feelings about buying, their challenges and risks. Nothing is more powerful than providing an unbiased and insightful point of view. Building trust and feeling supported throughout the buying process is what makes the sale easy.

Benefit v/s Risk

When it comes to selling, your approach is everything. The appropriate one can help you increase your profitability and satisfy your clients. New-age customers exemplify empowered consumers who know more than they need to know to make a purchase. Dale Carnegie sales models emphasize that you adopt value-based selling to foster better customer relationships and thereby accomplish rewarding results. If you can determine why, how, and how much your offer will benefit the consumer, you will be able to express that value in ways they will understand and enjoy – and it is the ideal way to a successful sale in today's world.