Anyone can say they are selling value, but it is more than just words and it must be backed by actions. It is defining and meeting the expectations which define the value in the first place. One of the primary reasons prospects are reluctant to buy from a sales person is a lack of confidence in the sales person, company and product. It is important the sales person quickly establishes credibility and buyer confidence or they will be plagued by these concerns all through the sales process. This will result in wasted time and resources and result in numerous objections to the sale.
Competitive knowledge is a key element of success for every sales person.
Good questions have many benefits when it comes to moving the sales process along effectively with motivation and positive results. When customers are approached, it will be to your benefit to review just what good questions will do for you. The power of the sale is in the strength of the questions. During initial contacts with customers, the first thirty seconds are the most valuable in gaining their attention. If the salesperson cannot get their attention during the opening statement, the customer will shut down the sales process before it begins.