A third person might be loyal to the brand, or enamoured of the comfort of the seats. Yes, those may be features, but they provide both a physical and emotional value to the consumer. There is an old children's story about the Learning Song. It recites the mantra, "Learn to know before you go. Steady, steady,Cheap Lance Alworth Jersey, 'til you're ready." That mantra is an essential foundation to learning how to sell a relationship - a cornerstone of Value Selling. Failure, in Value Selling, is failing to obtain what is best for the customer, regardless of the consequences to yourself. And, therefore, Value Selling is an unpalatable concept for many aggressive salespeople. Value Selling is what this, the third in the series of articles, is about, and is what all of the article that we re presenting are about: how to impart value to the customer, at all times. A relationship never is one-sided. It requires the active participation of at least two parties, and the acceptance of that relationship. It involves common ground, and benefit to the parties. Of course, a bully/victim relationship involves two, and the acceptance of the parties of the roles they play. It, fortunately, is not a durable relationship. A thief/victim relationship accepts that the victim is unable to respond appropriately, and is even less durable than the bully/victim interactions. A sale without a valued relationship, in my view, has elements in common with the thief/victim one. Now, the task of "knowing" has become a little more complex. You need to know what it is that you need to know, in order to solidify a relationship. Consequently, we should redefine relationship, in our context, then, as being a "valued" relationship, which,Cheap Laurence Maroney Jersey, of course, leads us back to the concept of Value Selling. Relationship selling is a well-established concept for successful salespeople. However, conventional methodology focuses upon the attempt to convince the client that you, the salesperson, is the ultimate partner in their search for the product that you wish to sell them. This presupposes that you believe that you know what the client wants, better than the client knows, himself. The idea is fraught with self-serving ideology that often leads to failure. Of course, failure is a subjective term, as well. You also need to be able to evaluate your customer's priorities in relationship to the property being considered for purchase. You need to investigate, ask questions, listen, understand, filter and sort. This is a "bottom up" approach to sales, where you gather and glean information before imparting your knowledge to the client. Unlike more direct,Cheap Nick Collins Jersey, aggressive sales tactics that employ a "top down" approach, you need to know before you go." I have alluded to the need to know before you go in a Valued Selling Relationship (VSR). What do you need to know? Aside from all that your product or service offers, you need to know two other critical things: what do you offer, and what does your client need? What is your value, then, to the customer? What is your product's value? That will change from client to client, even when your product does not. My Prius has three intrinsic values to me. It is economical. It is environmentally responsible. It sends a message as to my commitment to my beliefs. There is much more involved in VSRs, particularly as it relates to Value Selling. However, these will be elaborated upon in future discussions. Like you and your relationship with your client, we are looking to build a VSR with you, our reader. So, stay tuned! My wife finds the value primarily in its attractive styling (for her), and its economy. Indeed, the first decision she made bout the car was its colour!