This article will teach you everything that a professional salesperson should know when building value in order to close the sale. A professional salesperson should always make it their goal to close the sale by building value into their product or service.
Over the years I have always been a professional salesperson which has brought me into contact with many other sales people in a career spanning almost 10 years now. The reason I refer to some as a professional salesperson and the others as just sales people is because to be a professional salesperson you must have a clear understanding of the selling process along with how to build the value of your product or service that you have for sale. When you learn the art of building the value of your product or service you will have then realised how this justifies the quality and cost of the product you are selling.
The only obstacle I noticed salespeople coming up against when building value if they did not know where to stop. You see the key to building value into your product or service is in understanding how much time to spend and how far to push your customer before retiring gracefully and this is something many salespeople just never understand.
I will always remember the level of complaints I used to hear when one of the sales people came back to the office having not closed the sale at their appointment. Alot of salespeople fail to close the sale due to the fact that they regularly fail to build sufficient value which results in a lack of interest and of course no excitement for the customer to purchase the product or service on offer to them. Always remember people do not buy features therefore you must showcase and highlight the benefits of ownership to your product or service because this is what the customer will see as true value. As a sales person if you employ these values then you will never find yourself in a situation where your customer complains that your cost is to high.
I have seen salespeople who expose benefits after benefits of their product or service to their customer however they still have been unable to close the sale at their appointment. What you have now is two methods producing the same results. When you have a situation where both methods do not work the professional salesperson have to find success using the method below.
You see the key to that success is in my statement above where the salespeople expose benefits after benefits to the customer. However as a professional salesperson you need to recognise when you have created the need for the customer to purchase your product or service along with you having raised the customers desire levels enough for them to purchase your product or service. When you have done this you will then be a master at building value to your customer which means the cost will no longer be of any concern to your customer and a purchase will be just moments away.
In my final statement it is simple that you need to know when to stop which is when the customer is ready to purchase from you as a professional salesperson and those are signs only you can recognise from asking questions, listening to your customer and responding correctly.
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