There are more and more salespeople who have adopted a value-added approach to sales as a means to differentiate themselves from competitors, but few of them put a real dollar value on the value-added benefits and services they provide.
Don’t forget, all benefits are claims, which means they are largely intangible and often difficult for your customer to grasp. When presenting value-added benefits, the proof of their value is even more intangible. The customer is usually not seeking it or paying for it and may not even realize that they exist. However, identifying value-added benefits often requires a number of resources or services. A salesperson must make the value-added benefit as concrete and tangible as possible, and then present it effectively, in a way that decision-makers both understand and appreciate it.
HOW TO QUANTIFY VALUE-ADDED BENEFITS
With a bit of creativity and some number-crunching, a salesperson should be able to quantify most value-added benefits. Also, while all value-added benefits should be presented and reinforced – including benefits that are difficult to quantify, like relationships and trust – quantified benefits are more visible and leave a positive and lasting impression with the customer. Here are some pointers on quantifying these benefits.