Talking, or communication, in general, plays a critical role in sales. A sales deal rides on what the salesperson has to say – even more so than on what he is selling. It is important to remember though that mere talking may not be able to relay the value proposition of the product or service being offered.
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It is said that “economy is the study of scarcity.” Among the scarcest resource in the industry is the time and attention of a customer. A seller can say too much about the presented product or service, which he might even consider relevant. But it may prove to be immaterial as buyers are commonly wired to ignore those that do not matter to them.
To gain an edge, the salesperson must understand what his value wedge is.
Simply put, a value wedge is an overlap of what the prospective customer’s interests are and what the company or salesperson can offer that no other competitor can. By focusing on the value wedge, it will help the seller identify the needs and capture the attention of the buyer.
Researching on and utilizing the value wedge can allow the seller to focus on the discussions that matter, the challenges and opportunities of the buyer, and what differentiates him from the rest of the industry.
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Aaron Michael Hartfield Murrieta is a dedicated, committed, and reliable sales professional. For more readings on how to fully satisfy the demands and needs of clients, visit this blog.
