Have you reflected recently on how your salespeople are doing? It’s important to invest in them and encourage a culture of getting better to establish confidence and trust so you see results. We understand training your people can take a lot of time and money, so that’s why we developed our School of Sales within USLI University.
Through USLI University, your salespeople will learn valuable skills, and one skill we think is very important is value selling. It can make a big difference in how your customers view a potential purchase.
Consider the following three tips when practicing value selling.
- Understand what your unique differentiators are. Don’t blend in with the pack.
- Are your differentiators written down for you and your salespeople?
- Are you and your team able to convey them confidently?
- Are those unique differentiators aligned with the needs of the customer/prospect?
Put it into practice: Identify your company’s strengths, weaknesses, opportunities and threats by completing a SWOT Analysis.
- As your people prepare for customer meetings, have them consider the question “what’s in it for them?”
- What’s in it for them in regard to the product, coverage or service?
- What’s in it for them in working with your company?
- What’s in it for them in having a particular carrier’s policy?
- For example, USLI offers free HR consultation and discounted pre-employment screenings for business owners through our Business Resource Center. This is a huge benefit and cost-saver for a small business that may not have an HR person on staff.
Put it into practice: Watch our on-demand video 4 Buying Questions.
- Ask open-ended questions. Your salespeople should use your differentiators to guide their sales conversations and incorporate open-ended questions. The responses to those questions will help determine what’s in it for the customer and add value to the sales pitch. Plus, when your salespeople listen and address customers’ needs, customers will begin to see your people as advisors and experts.
Put it into practice: Use questions that start with who, what, where, when, why or how. Another good way to phrase a question is “Help me understand …”
USLI University can help with more sales topics for you and your team! If you’re interested in consultative sales management support, contact us. Our Sales Management Program can help increase your overall business and help your sales team reach its full potential.
As always, thank you for your support and business.
