Value-added selling has certainly been a buzz word, and very few would argue that doing value-added selling well can be a challenge, especially if a competitor is selling essentially the same product.
 
A recent blog on Inc.com addresses this challenge:
 
“Despite the overuse and misunderstanding of the ‘V’ word in recent years, selling organizations have received the message: The one and only thing customers really want to know is, ‘What is the value to me if I buy from you?’ If everyone got the message and the value strategy is in play, why aren’t customers responding? At the same time, why are sales cycle times lengthening, the number of ‘no decisions’ increasing, …