The document outlines objectives and techniques for value-added selling. The objectives include defining value-added selling, identifying ways to add value to sales, handling customer objections, analyzing products/services to determine benefits and customer needs, overcoming obstacles to closing sales, and following guidelines for closing sales successfully. It also provides six techniques for value-added selling such as referring to experience with other organizations, informing customers about competing products/services, linking customers to support resources, promptly responding to inquiries, initiating discussions on improvements, and showing interest in customers' future goals. Finally, it discusses gaining competitive advantage through physical product features/benefits and sales terms, support, and application ideas.

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Program ObjectivesProgram Objectives (1 of
2)
 Define value-added selling and identify
ways you can add value to the sales
situation.
 Identify specific value-added selling
practices that you would like to use in
customer relationships.
 Use a three-step process for handling
customer objections.

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Program ObjectivesProgram Objectives (2 of
2)
 Analyze your products/services to
determine what benefits they provide
and how they meet customer needs.
 Identify any obstacles to closing the
sale and select strategies for over-
coming them.
 Follow guidelines for closing
sales successfully.

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A ChallengeA Challenge
Please Write One Sentence
Definitions for
RELATIONSHIP, OBJECTIONS,
SOLUTIONS, and CLOSING in
SALES.

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How and What Can YouHow and What Can You
Do?Do? When it does occur, why do you
lose existing accounts to
competitors?
 What can you do to strengthen
relationships with your existing
accounts?
 What factors or events might get in
the way of achieving these goals?

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Value-Added SellingValue-Added Selling
TechniquesTechniques (1 of 6)
 Refer to your experience
with other organizations to
show customers that you
understand their business
and industry and are
qualified to meet their
needs.

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 Tell customers about a variety
of products and services –
those of competitors as well
as of your own company –
that may meet their needs.
Value-Added SellingValue-Added Selling
TechniquesTechniques (2 of 6)

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 Link the customer to any
support people in your
organization who can help,
advise or add value to the
customer's use of products
and services.
Value-Added SellingValue-Added Selling
TechniquesTechniques (3 of 6)

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 Respond promptly to
customer inquiries and stay
in touch with a number of
people in the customer’s
organization, not just the
top decision makers.
Value-Added SellingValue-Added Selling
TechniquesTechniques (4 of 6)

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 Initiate discussions about
innovative ways customers
can solve problems or
improve operations, and
work with them to act on
these potential
improvements.
Value-Added SellingValue-Added Selling
TechniquesTechniques (5 of 6)

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 Show interest in customers’
future goals and operations in
addition to helping them solve
existing problems and meet
current needs.
Value-Added SellingValue-Added Selling
TechniquesTechniques (6 of 6)

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The Competitive AdvantageThe Competitive Advantage (1 of 4)
 The Physical Product Itself.
(Competitive features and benefits).
 The Deal.
(Terms, credit, availability, delivery,
installation, ongoing support and
application ideas).

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About This Product:About This Product:
To download this entire Sales PowerPoint presentation visitTo download this entire Sales PowerPoint presentation visit
ReadySetPresent.comReadySetPresent.com
Over 100+ slides on topics such as: analyzing yourOver 100+ slides on topics such as: analyzing your
product/service, value added techniques, gaining the competitiveproduct/service, value added techniques, gaining the competitive
advantage, ways for overcoming objections, how to sell features-advantage, ways for overcoming objections, how to sell features-
benefits-solutions, reading your customer's signals, handlingbenefits-solutions, reading your customer's signals, handling
indecisive clients, closing the sale, how-to's and more. Royalty Freeindecisive clients, closing the sale, how-to's and more. Royalty Free
- Use Them Over and Over Again.- Use Them Over and Over Again.
Please Visit: www.ReadySetPresent.comPlease Visit: www.ReadySetPresent.com