Value-Based Selling
by Bill Bachrach, CSP

Values-Based Selling ™ is not another repackaging of needs, consultative, or relationship sales techniques. Talk with anyone who has truly discovered the magic of Values-Based Selling ™ and you will wonder why any knowledgeable person would attempt to build lifetime client relationships any other way. You will discover for yourself why these methods are the first choice of people who are serious about being real advisors instead of just salespeople.

• Builds a bond of trust that causes the client to be open for a complete, honest fact-finder and asset profile so the financial professional does a thorough job and generates multiple transactions
• Creates the emotional commitment necessary to influence prospects and clients to invest and insure for their future goals instead of spending all their money on what they want today
• Positions the "close" as the natural outcome of a high-trust relationship
• Departs from the superficial chit-chat and groping for common ground to tapping into a client's values in order to build an unbreakable bond of trust at the beginning of the relationship
• Helps the salesperson evolve from just meeting needs to becoming a valued resource
• Enhances effectiveness on the phone, face-to-face, and in seminar selling situations
• Provides producers with the skills to get the first sale, gather all the assets, and generate a constant flow of referrals
• Supplies managers with the tools to recruit higher caliber producers and inspire them to their highest levels of success. Clients want a knowledgeable advisor who they can trust to tell them what to do. Values-Based Selling ™ teaches producers how to be that advisor. Producers want a knowledgeable and trustworthy leader who will coach them to achieve their highest levels of success. Values-Based Selling ™ teaches managers how to be that leader.