WHAT IS VALUE SELLING?
Value selling occurs when salespeople and specialists offer customers a means to improve their business.
At Alexander Group’s 2013 Chief Sales Executive Forum, we heard many examples of this concept. Technology added to tractors offers farmers better insight into improving crop production. Security specialists that help their banking clients keep customer data safe and secure. Building products manufacturers that help contractor customers increase energy efficiency in the homes they build with high quality windows and doors. Value sellers literally help their customers develop differential advantage with advice on how to innovatively use their products.