10 Steps to Value-Based Selling

Step #1 - Target growing businesses first, they will have more obvious supply and demand needs.

Step #2 - First, Sell Yourself. Compose a door opening value statement. Before the sales call.

Step #3 - Know your competitor's strengths and weaknesses to differentiate your solutions.

Step #4 - Know the features, advantages and benefits of your products and services.

Step #5 - Be prepared to answer the question "why should I do business with you"?

Step #6 - Handle price objections smoothly and confidently.

Step #7 - Survey your existing customers, what do they value most?

Step #8 - Identify the explicit need (value expectation) and base your approach on their need.

Step #9 - Align a business's objectives with the value of your solutions.

Step #10 - Don't "sell out" your integrity in order to be successful.