Hardwood Floors April/May 2024

SALES SAVVY BUSINESS BEST PRACTICES

Right for Your Company? Value-Added Selling

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As you embark on the journey to compete more profitably based on your value, first consider the strategic challenges facing your organization: • The commoditization of products and the convergence of services. Buyers view similar solutions as the same, focusing on price. • Supply channels face relentless pressure from big-box superstores and online threats. Competitive pressure is often the catalyst for a drop in prices. • There is continuous internal pressure to grow market share while retaining existing customers. This creates a tug-of-war between growing revenue and sustaining profits.

The strategic forces that challenge today’s executives are seen in the tactical responses from their salespeople: • Our internal research shows that selling value is the most perplexing problem facing salespeople today. • More than 70 percent of salespeople choose to discount versus sell value. • Fewer than 40 percent of salespeople can differentiate their solution. • Less than half of salespeople effectively communicate their company’s value proposition.

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