When selling technology (although this does apply to other industries as well,) potential customers can more or less be divided up into two categories; customers that are going to buy the lowest priced solution to their problem, and customers that are willing to pay a premium, but only if they feel they are receiving added value, as well as a quality product or service.

Many organisations have not seen the opportunities that these customers present, and they also haven’t consolidated ways of adding value to their sales process that isn’t simply adding new features to their products or services.

To summarise adding value to a sales process, it involves giving the customer insight into their problem instead of simply talking about your product. In order to achieve this, businesses must prove their expertise to customers and in some cases, improve it before doing so.

Companies that sell technology sometimes simply use information on their product as their main selling points, however companies that use this kind of selling strategy are really nothing more than human web pages as customers can find all of the information about the products online, or if they cant they should be able to.

There are two ways for a technology salesperson to create value for a customer. These value drivers are as follows:

-Uncover the unrecognised problem. Leverage your expertise of the customer’s industry, company and market to help them see problems of which they were previously unaware. By helping them to discover a problem, through careful questioning, you can bring tremendous value and, of course, the solution to their problem.

-Offering a solution that the customer has not anticipated can add a huge amount of value to your selling process as your expertise will have helped the customer implement a solution to future problems that they may not have seen coming, therefore the product you’re recommending seems more valuable.

In order to provide a customer with an unanticipated solution to their problem, they must meet at least one of these prerequisites:

-The customer is aware of the need, and feels the pain

-They have a vague idea of a solution to their problem

-They know exactly what their desired outcome is

If a potential customer is in one of these situations then you are in a key position to help them see a better solution that they previously hadn’t anticipated.

Related Reading:

The Stay At Home Mom's Guide To Making Money OnlineAs the father of four children I know how hard it is to find the extra time freedom to make a second income.

This book was written expressly for stay at home mom’s who are tired of being cheated of an opportunity to make money while they devote themselves to the most important job I can think of, namely, caring for children and running a household.

I have first hand experience with this, not as a mom, but as a father and a husband who witnessed my wife’s frustration with a job market that did not respect motherhood, and an economy that did not reward hard work sufficiently to offset the high cost of childcare.

If you have chosen to stay home and care for your children, I applaud you. You deserve respect and admiration. But, I also want to offer you a way to make a second income, or perhaps even provide for the financial needs of your family.

In my opinion, the best way for a stay at home mom to make a second income is to work online. Call it Internet marketing, or online marketing, it all comes down to learning how to move a tiny fraction of the billions of dollars in annual online transactions in your direction. There are over 100 million Internet users worldwide, and literally millions of websites trying to sell you something. This is a fiercely competitive market, and as you may have already discovered, the online market is awash with con artists and charlatans anxious to drain your bank account.

Don’t become a victim. Read “The Stay At Home Mom’s Guide To Making Money Online” and start your quest to secure a reliable and consistent online income the right way.

“The Stay At Home Mom’s Guide To Making Money Online” contains approximately 18,000 words, or about 65 pages of standard text.