Value added selling

‡ Price + cost + impact = value

‡ Price is the acquisition cost, or the price to buy something. ‡ Cost is the total ownership cost. It includes maintenance cost, operating costs and disposal costs. ‡ Impact is what the product does for the customer.

‡ Value is personal, like beauty. To some value is quality, to others its service or convenience or prestige . ‡ Value added sellers define value from the customer¶s point of view.

Value added sales process

‡ Pre sale planning The buyer seeks information; The seller identifies and qualifies sales opportunities. The buyer assess the needs,sets priorities, and objectives, establishes budgets.The seller develops an in-depth understanding of the buyers needs, wants and concerns. The seller plays the dianostician role

Value added sales process

‡ Transition ± Acquisition: The buyers¶ critical activities include placing orders, receiving goods, redistribution, etc. The seller polishes his image, enhances distance from competitor and convinces the customer that his product or service is the value added solution. The seller plays the Promoters role.

Value added sales process

‡ Postsale ± Usage: ‡ The buyers need is maximum performance, productivity and economy. The seller follows up to ensure the customer experiences smooth transition to the offered solution, receives special attention and builds strong relation ship ties. The seller is in the service and logistics support role.

Value added sales process

‡ In the course of the Value Added selling proces,the salesperson evolves from dianostician to promoter to expediter to customer satisfaction specialist. ‡ The salesperson mirrors the customers activities.This is customer oriented selling at its best. ‡ Before determining your next step first determine where your customer is in the buying process.