Hardwood Floors August/September 2018

The Future of Value-Added Selling (Continued)

QUESTIONS TO ASK TO CREATE VALUE

1 How relevant is our current value proposition? 2 Will the value we currently deliver still be relevant three years from now? 3 What is our organization’s potential? 4 How can we make it easier to do business with our company? 5 What are our customers’ fundamental needs and wants? 6 How can we better satisfy those needs or wants? 7 What do our customers need or want, but don’t expect or even consider viable?

At Reilly Sales Training, we have had the privilege of working with the best sales organizations in the world. ese organizations have taught us a lot. One lesson is continuous improvement. e best of the best are the best because they are always looking to get be er. ese organizations are proud of what they accomplish, but they remain insatiable. For these organizations, success is not a destination, it’s a continuous journey. And in that spirit, we, too, will continue this journey. Paul Reilly is president of Reilly Sales Training, a St. Louis-based, privately managers, and service professionals. Reilly Sales Training offers public seminars, in- house sales training programs, and hiring and training assessments. For additional information on training programs, call or email Paul at 636.778.0175 or paul@ reillysalestraining.com. You can also visit reillysalestraining.com and sign up for his free newsletter. owned company that specializes in training sales professionals, sales

deep to uncover the information they are looking for. If you want to create more value, answer the questions that Google cannot. Answer the questions buyers don’t think to ask. What you don’t know has great power over you. Become a student of your profession. Take the a itude of a beginner and realize there is always more to learn. Whether it’s knowledgeable expertise, quicker response, automated service, or one-click ordering, today’s buyers expect more. Traditional value-added services are no longer the exception; they are the expectation. Value-added sellers will have to look for unique ways to create value for customers. is means asking tough, but necessary, questions. (See graphic at le .) Value-added salespeople obsess over those last three questions. Value- added sellers think di erently, then act di erently. ey don’t sell against any one competitor; they sell to the customer’s needs. Value-added sellers have the ability to create, imagine, and dream. ey are comfortable questioning and challenging the status quo. ey nd new and innovative ways to create value for the customer. ey are always looking for a be er way.

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