Want to increase your sales success? Increase your value,Cheap Chris Kemoeatu Jersey, and learn to sell yourself,Cheap Torrey Smith Jersey, as part of any sale. That will, in turn, make you irreplaceable. "So, you're getting married. That's fantastic. So are you marrying Johnny?" We would rather relinquish our television set, for all the benefit that we derive from it, than relinquish a close friendship or familial relationship. That relationship is internalized, personalized. The value of the television is represented in a more surface manner than the deeper measure of the value of a sense of belonging. In a previous article, I discussed how we, as salespeople, never sell goods or services. Rather, we sell value. This is a step beyond the concept that we sell benefits of a product or service. The concept of "benefit" rests on an understanding of the features of an item,Cheap Jacoby Ford Jersey, and how it will work best for the prospective client. The idea of value measures intrinsic worth. "No," the other responds. "I'm marrying Bill." "That's true," the bride-to-be responds. "But when I'm with Bill, he makes me feel like I'm the most fantastic person." Indeed, you may be compelled to walk away from a sale, simply because there is another and better source of value to him. When you are able to recognize that potential, you will have taken a huge step toward imparting a value beyond what most salespeople ever achieve. And, once your sale is complete (or redirected elsewhere), step back and measure. We cannot choose a direction without first knowing each of where we are, where we are going, the route we will be taking, and the mechanics of getting there. You will only learn these facts by measuring. And by measuring, we can adjust, to become a greater value for the current and future clients. For each buyer, the importance of each of those measurements of value will change. How your customer sees your opinion of him is always far more valuable than how you try to make him feel about you. When he realizes how valuable you believe him to be,Cheap Roscoe Parrish Jersey, your value substantially increases. Would you rather be Johnny or Bill? It is the depth of value that determines, then, how durable our relationship will be with the purchase that we are making. Value takes on several dimensions. There is the value of the goods in terms of what it will do for us, or the surface benefit. There is the value of the goods respecting how well it will replace or ameliorate a negative impact (most often, the impact that is the driving force behind why we are considering a purchase). There is the value of the goods measured against the image that it imparts to us, and in the milieu surrounding us. There is the value of the support that the product offers. There is the value in the knowledge of the purchase being the proper decision for us. There is the value in the ethics of our choice. A well-worn anecdote cites two women discussing the impending marriage of one of them. How do you go about raising your customer's expectations of standards? Begin by developing an expertise in a specific field, and seek out clients that require or find value in that expertise. Follow that by never selling the customer what you think he needs, but sell him what he really believes he needs. You may, of course, be required to filter and fondle the information that he provides to you through your interaction with him,Cheap Ronde Barber Jersey, in order to determine what he needs. You may need to examine how he has reached the decision as to what he needs. But it is ultimately his needs that dictate what he should purchase, and the value in what you offer to meet those needs. "But you said that when you were with Johnny, you felt he was the most fantastic person in your life." You, therefore, are selling yourself as part of the value equation, and a significant part in every sales transaction. So how do you become the most significant part of the sale? Simple. Make yourself less significant than your buyer. That is, place your customer,Cheap Brian Westbrook Jersey, his needs, his wants, his preferences (but not his biases!) at the front of the purchase process. You, as the salesperson, are integral to a determination of value in each of the last four dimensions itemized.