Acerca do valor acrescentado

"It comes down to the fact that without value added, anybody can do what you do, including your competition. Value added is up to the salesperson or organization in making the difference and if it is done right, no one will ever compete with you.
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The strategic thought process question that should be asked before every meeting or client situation is:  “How can I add value to this opportunity?.There are three steps to adding value.
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Step One: Forget what business you are in.
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Understanding your business begins, paradoxically by forgetting your product/service. You’re not the product/services you represent. You sell dreams and you sell solutions; you simply deliver the product/service.
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Step Two: Move from the big picture to added value options.
Ask yourself: What actions can I take that will add value to my offerings-that will exceed by clients’ expectations? What can I do that will position me as different from and more valuable than my competition?”"

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