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Value-based sales are the conveyance of the worth of a product or service to the potential buyer. Rather than exclusively featuring the product or service itself, value-based selling highlights the significance of the resulting purchase and how it might impact the buyer in a positive way.
By showcasing the enrichment opportunities a product or service can provide a potential buyer, agents utilizing this sales approach tap directly into the wants and needs of a customer. Value-based sales put the intended buyer first, guiding them through both the process of purchase and the feelings of satisfaction they are likely to experience once the transaction is complete.
Identifying pain points and offering immediate solutions is the key to the value-based sales approach. A focus on educating the potential buyer regarding the improvements they’re sure to enjoy with a given product or service makes value-based selling advantageous over simply listing product features.