ValueMatch™ Principles and Your Bottom Line

In a recent study conducted by ServiceTrac, taking into account hundreds of interactions between sales representatives and customers, it was recorded that in any one interaction a sales person will talk 97.6% of the time while the typical customer gets only 2.4% of talking time. In other words, the sales representative spends very little of his or her time actually listening in order to discover needs and values and most of his or her time talking. In doing so, he or she misses out on valuable opportunities to gather information that can lead to the sale.

Through our experience we have found that this type of interaction only results in a sales process that takes too much time, limits the salesperson’s ability to present the inherent value in their product and even sets up a scenario where customers get “cold feet” -- resulting in dreaded cancellations. In today’s challenging market, we are experiencing longer sales cycles, lower closing ratios, pressure for higher incentives, more overhead expenses and lower profits. ValueMatch™ Principles introduce core values that change the way we interact while improving the way we listen to discover values and needs. Discovering the true needs and values of customers creates a situation with higher closing ratios, fewer canceled contracts and customers who are absolutely sold on what is offered.

Create confidence, build lasting relationships and in turn, develop a loyal referral base with Value Match™ Selling and the Value Path Home Sales System™.