Every interaction with a customer is an opportunity to serve and to add value to the company brand. Each individual, young or old, male or female, has the same core values. Sales training will teach employees how to pinpoint a customer’s values and encourage a purchase by aligning the desired value with the appropriate product or service.
Six Universal Customer Values
The following six values are common to everyone, and the goal is to match these values to a product or service offered at your business.
- Time. Everyone wants to save time and/or use time more efficiently.
- Wealth. Everyone wants to have more money.
- Esteem. Everyone wants to look good, be healthy, feel smart, etc.
- Ease of use. Everyone wants products that are easy to use.
- Convenience. Everyone appreciates quick and easy access to products or services.
- Security. Everyone wants to feel safe and secure.
Match Value to Service or Product
Selling is the act of serving customers. To sell well is to meet your customers’ needs, solve their problems, and fulfill their desires. The most effective way to promote a sale is to align product or service options with the customer’s core values. When conversing with customers make note of their tone, attitude, and what is being said. These verbal clues will help you uncover desires, needs, or problems, so you can customers into the best purchase decision, and easily help them see value in your brand.
Good Attitude Adds Value
Successful selling has a lot to do with the attitude of the employee. An employee with a great customer service mindset quickly builds rapport with customers and gains much needed credibility and trust. Always keep an eye out for prospective employees who display a positive, can-do attitude. Communication skills and product or service knowledge can be taught. But unless the employee has a customer service mindset and a sincere desire to please, these skills alone will not create a positive customer experience.
There are many ways to add value to a sales transaction, but the quickest route to customer satisfaction, and a successful sale, is to locate a customer’s core value and recommend the best solution available.
Your introductory paragraph grabbed my attention, including the quote “Each individual, young or old, male or female, has the same core values.”
Maybe it has to do with the fact that I’ve just watched a fair amount of the Republican convention and the beginning of the Democratic convention, but based on that alone, it’s hard to agree with your statement.
Sure, we can distill everyone’s need to time, wealth,esteem, ease of use, convenience, and security, but that’s so reductive that it doesn’t prepare salespeople to discover other core-value components that are arguably highly influential in decision making.