VALUE ADDED SELLING

Here is a short list of some things to remember about selling:

1. Add value, not cost; sell value, not price!

2. Sell to the customer’s needs, not necessarily against the competition.

3. Promise a lot and deliver more.

4. Plan every sales call.

5. Listen more than talk on a sales call.

6. Sell all three dimensions of value: your product, your company, and YOU.

7. Remind the customer often of your value added and everything you do for them.

8. It’s important to know where to call; it’s imperative to know where NOT to call.

9. Cutting price is only one way to deal with a price objection.

10. Treat your customers as if they were prospects, for they are, for your competition.