When you’re in sales, it can either be drought or downpour, sink or swim time. The really successful sales people have figured out that value is a matter of perception often. Is value really a key to what closes sales? What can you do to increase your sales ratio given this knowledge?

There are two main parts to the sales process: lowering sales resistance, and showing value to your customer. In this article, only value will be considered.

As stated, value is a matter of perception. To one person, an old elliptical trainer that works perfectly fine is a piece of junk because she doesn’t want to exercise, another picks it up curbside and thinks it’s their lucky day. Value is perception. Knowing that, here are some main lessons to learn:

* Know The Value Of What You’re Selling
* Learn To Listen To What Value Your Customer Is Most Interested In
* Always Be Accurate, Honest And Positive

Know The Value Of What You’re Selling:
It may seem a bit pedantic, but knowing why your product or service is valuable to your particular customers, on a case-by-case basis, will be what closes sales in your case. Educate yourself before you step out on the sales floor, or pick up the phone to cold-call, or knock on doors.

This means you will also need to know why a customer should buy from you versus your competition, but in a positive way. Answer one question: Why should a person buy from you and not elsewhere?