The Added Value in Commercial Strategies

Sales have always been practices full of paradigms, ranging from phrases like “salespeople are born” to others like “the customer only cares about the price.”

Added to these “natural” paradigms is the crisis of recent times, which has only made the sales scenario even more complex; These are very difficult times for many businesses, which lead us to constantly ask ourselves: how do we increase our sales? How do we keep our customers?

In general, if before, our vendors, sales executives, business advisors, etc. had to carry out active sales strategies and tasks, nowadays the prospect and closeness to the client is even more of a priority, and even more necessary. There are no longer stable sales times, there are no longer fixed customers, nor recurring orders. Our clients need to find tailor-made solutions from the best providers, those who understand their real needs, who support them with fundamental solutions and who do not only offer them products or services (even when talking about commodities).

Salespeople must become advisors and consultants, and get to the bottom of their customers’ real needs, in order to help them discover why they need our product or service. A passive salesperson, used to taking orders, is bound to fail. In times of price wars, not generating obvious added value for the client makes it unsustainable.

And what do customers expect as Added Value? Customers expect accompaniment, to be heard, to be understood, to have a business partner who cares about them as if it were their own business, to “put on their shirt”.

Finally, it is essential to have an effective follow-up, for example, supervisors accompanying their sales teams at appointments, thus being able to discover and demonstrate reinforcement and training needs that help them develop their skills and obtain better results. This follow-up will make it possible to trace the commitments over time. The fulfillment of the tasks, as planned, will complete the Cycle of Effective Sales with Value.