Value-added Selling: What Does it Involve?

Definition and explanation

Value-added selling is a sales technique that involves emphasizing the additional value a product or service can bring to a customer. It means going beyond simply selling a product and instead focusing on the benefits that it can provide to the customer. It requires understanding the customer's needs and providing solutions that address those needs. Value-added selling involves building relationships with customers to gain their trust and loyalty.

Why it matters in sales

In a sales organization, value-added selling is the difference between being a pushy salesman and a trusted advisor. It's the delicate balance of providing solutions that aren't just fulfilling a customer's need, but also delighting them with a little something extra. It's the equivalent of adding bacon to a sandwich; it's good on its own, but it takes it to the next level. In short, value-added selling is how a company separates itself from the competition and creates lifelong customers.

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