When a salesperson provides a solution to a customer’s problem or need, it is just one example of the value they add. Value Added can be a very powerful competitive tool, particularly if you can document the dollar impact from the products and services you provide. Why is documentation so important? It can help you defend against lower price competitors or purchasing decisions based on price.

Because the ability to document is so critical in today’s market, SALESSTRAT provides three different methods for documenting value. The quickest includes a memo and an estimate of the impact you had, which can be used for simple value added events such as an emergency delivery or project pricing.

The second format provides a single worksheet for simple calculations when there are several cost factors involved such as Vendor Managed Inventory (VMI) that can impact inventory, processes and freight.