There is hardly a forwarding or logistics company today that is not under massive competitive and price pressure. One possible solution to counteract this is to offer the customer added value and thus stand out positively from the competition. With almost comparable service offers, this is a real challenge.
Value selling assumes that it is not product features or low prices that are decisive for the purchase. The only decisive factor is the value added potential created for the customer, i.e. a real "added value" beyond the mere service. This provides a real alternative to product- or price-oriented selling.
But how does sales put this into practice? Experience shows: For the most part, valuable added values for the customer are not sufficiently elaborated and presented by the customer advisor and thus simply given away. If the customer is not aware of a possible added value, our service offer remains mediocre and is evaluated as such in the purchase decision.
Learning objectives
Value selling requires a different approach to sales methodology:The client's values, attitude, mindset and priorities need to be explored.
The methods for this are examined in more detail in the training module 1 and taught in a way that can be implemented in practice.
Contents
- Value creation and value creation ‐ the neglected stars- Success drivers for companies and sales
- The philosophy of value selling
- What am I actually selling ‐ what added value can I create?
offer?
- Learning to recognize the success drivers of my customers
- Systematic needs analysis and suitable questioning techniques
for the value selling approach
- Aiming for joint value creation
- Focus on the benefit-advantage instead of the pure price
- Appropriate rhetoric for value selling
- The attitude of the value seller
Seminar format
