Value-Based Selling is a pretty hot topic out there among sales reps. In short, it entails making your sales pitch to a potential customer all about providing them the most value possible for the products you sell.
So how do you do that in Direct or Door to Door Sales?
First off, providing the customer with an impactful value-based sales approach means getting to know what is valuable to your customer. You’re only going to be able to do that by asking multitudes of questions. If you’re not ready to ask your potential customer at least 6-10 questions before asking for the sale, the chances are you are not prepared for a value-based selling approach.
So what are the right questions to ask to figure out what the customer values? For each product it is going to be different, but here are a few generic starters:
- What matters most to your family regarding your current product (that I’m trying to replace)?
- How do you currently use your services? What features do you use the most?
- If there was one thing that your current provider could do better, what would it be?
Asking these questions will get you on the right track to learning what’s valuable to a customer. Make sure to customize your questions for that particular audience. Then pay attention to the conversations that follow each question. If you ask enough people in a specific neighborhood or vertical the same questions, you will start to see patterns to the answers. You can then focus your value proposition accordingly.
Here is also where software can help you with your value-based sales approach. Sales reps can keep the most mundane customer details in their brain, reciting them without breaking a sweat. Details about kids, job changes, even spouse’s names don’t escape these folks. These individuals are rare, and their unique gifts are hard to replicate. For the rest of us, there’s good sales tracking software to keep us on track.
A good Sales Tracking Software or CRM will allow you to keep track of all of these details in one place. You can simply pull the details out later when you need them. Remembering the little details shows a customer you care. When they see that, they will be much more open to buying from you. After a pitch, make sure you take the time to jot down notes in your Sales Tracking App.
Another way a sales software can help you close more sales with this approach is by helping you customize your presentation for each customer. An excellent CRM will allow you to use tags based on your customer’s interests and responses to your previous questions. The software will then give you suggestions on presentation materials based on the needs of the customer.
With presentation material already built-in to your sales software, you’ll be ready and equipped to provide the best possible customer experience.
The last step to Value-Based Selling is the follow up.
Follow up with your customers to ensure they get all the details they need to make the right purchasing decision. Marketing expert Dr. Jeffrey Lant states that a customer needs to hear your message on average 7 different times before they’re ready to sign up. So unless they’ve already listened to the message 6 times previously, they’re going to need to hear it from you more than once!
Also, since most customers will have the power of the internet, they will often want to do their research before buying from you. This is OK! A good sales representative knows to work this into their approach and plan follow-ups accordingly. Pressuring the customer to buy on the first pitch can work, but can often be a recipe for customer remorse and commission chargebacks.
So how does Sales Management Software help with customer follow up?
The best sales software for your industry will enable intuitive follow-ups. Meaning, you’ll be able to work regular check in’s with potential customers into your daily routine. Ideally, the notes you placed for your customers will show up at the right time. Either directly on your route, added to your daily calendar or install scheduling system for natural follow-up.
In conclusion, while Value-Based Selling is usually a more involved process, the benefit of being able to close more often and generate more revenue per lead is worth it. The Sales Management Software or CRM you choose for your team should help them to engage customers better, keep detailed notes, and enable routine follow-ups. You will be grateful to see happy customers and the benefit of your sales go up!