Value based selling
Value-based selling is a marketing term .
meaning
Value Based Selling describes a concept that emerged from the knowledge that in today's working world, negotiation and sales processes are becoming more and more complex, lengthy and therefore more expensive.
In order to increase the likelihood of concluding a contract or selling it at the end of this process, the customer must be specifically presented with the benefit (“ value ”) that the purchase gives him. Value Based Selling thus supplements the classic view of "How much does the customer benefit me" with the aspect "How much do I benefit the customer". Salespeople who sell “value-based” put themselves in the shoes of the customer in order to tailor the product as suitably as possible to their individual needs, thus working out various performance advantages and aligning the price of the service with the benefit for the customer.
An example of this would be an energy consulting company that is not paid according to working hours, but instead shows the customer how much they can save with their commitment and then lets them share in the saved energy expenses. The price of the service is thus based on the benefit sold.
definition
"Value Based Selling is a value-oriented sales philosophy in which an improvement in customer performance is to be achieved through a proactive approach in customer-oriented service design, so that the advantages for a customer also have a positive influence on the perceived value of the service and the achievable price . The focus of the approach is on satisfying the complex customer needs as completely as possible. With Value Based Selling, the customer is shown specific qualitative and quantitative performance advantages to improve his competitive position (increase in growth and / or minimize costs). "
Examples
For example, companies that apply the concept in practice and successfully sell “value based”
swell
- ↑ Value Based Selling II: Value Based Marketing Instruments / Marco Schmäh, Heinz Stark. - Reutlingen; European School of Business, Chair f. Marketing and E-Commerce, 2006; 58 pp.