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* * * * * * Value Selling In A Competitive Marketplace * * *
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What is Value Selling? Two elements contribute to the definition of Value Selling. The first is positioning yourself as the customer`s preferred vendor by providing �differential� value. Following this, it is justifying the differential between your price and the competitive price, to the point the customer is willing to pay you, the preferred vendor, a premium. Premiums cannot be justified in the marketplace without providing additional value; that is differentiating from the competition. Value Selling takes the entire process into consideration. It addresses the following : * Develop a clear understanding of how you currently differentiate from your competition * How to best utilize the advantages you currently have. * Exploring new ways to bring additional value to the customer. * How to quantify the additional value to the customer. * How to justify your pricing to the customer who attempts to negotiate your price down to the �low bid price�.
What can I expect from implementation of the Value Selling ideas?
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