How to Add Value to Your Sales Offering

Posted by Dave Kurlan on Wed, Aug 17, 2011 @ 07:08 AM

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. You can enjoy even more posts from other exceptional bloggers at their website

valuepropWe often discuss the importance of adding value as well as how to sell and build value.  Last week I was asked if I could provide an example of what added value could be.

Example:  The Landscape Construction Company

Scenario:  They spend weeks digging up your property, moving earth, building walls, installing plant material, cleaning up, and finishing with mulch and sod.  When they have completed the project, it looks great but the customer must hire a company to clean the residual dirt from the windows and power wash the house and deck.  

Solution: The Landscape Construction company can add value by partnering with a company that provides those two services and paying them (relatively small amount in comparision to the landscape project) to do the related clean up.

Building Value: When their salespeople meet with prospects, they can ask about prior work the customer had performed, how much of a mess was left behind, how much post construction cleaning was required and how they felt about it.

Selling it: In order to differentiate themselves in a competitive situation, the company can simply use "The Hidden Ball Trick" from my book, Baseline Selling, and ask, "When the other companies offered to clean your windows and power wash your house and deck when they were finished, how did you respond?"

Most companies are able to identify the value they add, but fall short of being able to properly create a need for that added value and use that value to differentiate themselves.

Topics: Dave Kurlan, Baseline Selling, sales management, Sales Coaching, sales tips

Subscribe via Email

View All 1,850 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for nine consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile


Receive new articles via email
 to the Blog on your Kindle 



Most Recent Articles


Top 50 Sales & Marketing Blogs 2021

Sales & Marketing Hall of Fame Inductee




Top 50 most innovative sales bloggers


Hubspot Top 25 Blogs



Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader