4 Core Beliefs for Value-Added Selling

Topics: Sales, Marketing, Selling Pages: 2 (390 words) Published: April 23, 2013
1. The four core beliefs of value-added selling are as follows. The first belief in value-added selling is trust. If the customer does not trust the salesperson, how are they going to even trust the company. Building trust between the salesperson and customer results in the customer being comfortable doing business with salesperson and the price of the sale may not be as big of an issue.

The second core belief is people want to get as good as they give. For this belief both the seller and buyer must both exert the same effort so both parties feel as if the sell is a win-win, if it's one sided the buyer could potentially leave the deal, or the seller could feel as loss of morale.

The third core belief is the sale is more about the customer. In the belief the salesperson should be attempting to sell to the customer's needs, not for the salesperson own personal gain. By doing this the salesperson helps the customer achieve higher levels of success, which also raises the level of success for the salesperson.

The fourth core belief is that selling is a bundled package. The salesperson isn't only selling the product, but also themselves and the company. If the customer is impressed by the salesperson then there's a smaller chance that they will go to a competitor. This leads to a repeat customer, and a new client for the salesperson.

2. The four core beliefs of value-added selling can aide me in selling lumber to home contractors. Gaining the trust of a client so that they will be comfortable doing business with me. I would attempt to make a win-win situation for both of us, giving the client excellent service in hopes that they might recommend me to others. I would attempt to sell to the customer's needs and try to make the biggest impact for their business. Lastly I would always make myself available to the customer after the sale. If the customer can depend on me after the sale, they'll most likely continue business. The...
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