Building value!!

12 Aug

Does your Company have a selling plan for “Building Value”??

Your customers have come a long way.  Customers are more knowledgeable, proactive, and price conscious. They regularly scour the Internet for low prices and have come to expect much more for each dollar they spend.

So what is YOUR Company doing to sell “value”??

  1. You need to have an A-Z process that is thoroughly trained, practiced, drilled and rehearsed! Without the entire team on-board with a well thought out process you are doomed for failure!
  1. What “sales aides” do you have in this process? Don’t expect your people to execute this process flawlessly with every customer, every time! You need to have a series of 1 minute videos that can help build your “value” proposition. These videos should NOT be more than 1 minute! Anything longer and you will lose the customers attention.
  1. Does your team know what the competition is offering? How can you build value in your own product if you don’t know who and what you are selling against? Never put down the competition….sell up your value!
  1. Once you sell these clients your product, what are you doing to reinforce the “value” that you originally gave them? Are you continuing to demonstrate to the client that they have made an excellent choice? Is the client telling all of their friends and family about the great “value” they received from your company?

It comes down to 2 simple rules.

  1. Add value, not cost
  2. Sell value, not price

STOP selling on price alone!! You can always lower your price and land a few sales, but at what cost? If you want to sell more products or services, more profitably, to more people, you must resist this temptation and begin focusing on value!

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

You can follow me on:

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Twitter: @jimkristoff

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Automotive Digital




Posted by on August 12, 2011 in Archive of all blogs


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2 responses to “Building value!!

  1. thecoachlee

    August 12, 2011 at 11:03 am

    Great short and relevant post. I am reading the book – A Seat at the Table by Marc Miller and it is all about value. Value is my third sales buying rule – People buy on value unique to them. Pre-approach letters and scripts deal with generic value based upon current trends and research. Yet to really reach that buyer requires discernment on the seller’s part specific to “value.” A lot of sales people confuse value with benefits and results. It is far more. Thanks for the post,

    Leanne Hoagland-Smith
    Author of Be the Red jacket

  2. Dan Murray

    August 12, 2011 at 12:09 pm

    A lot of “value” in this post Jim.
    Leanne, thanks for the heads up on that book. I had not heard of it but will be ordering it!


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