Value is one of the most talked about topics in the sales industry. While at the same time, it is one of the least understood…
Value is one of the most talked about topics in the sales industry. While at the same time, it is one of the least understood topics in sales.
Every manager and trainer (including myself) has said to every salesperson, including you, to build value. However, what does that actually mean. The Merriam-Webster dictionary defines the word value as:
A fair return or equivalent in goods, services, or money for something exchanged
In the terms of a sale, value is what causes the customer to decide how much of their money they are willing to part with. Unfortunately, most salespeople do not understand this concept and they believe a customer will only part with their money when it the “Best Price.”
In reality, if you believe in your value proposition to your customer, they will as well and when the customer believes in your value proposition, they will be willing to part with more of their money for your product and your services. Let’s look at the six components of a value proposition.
Convert your “sales pitch” into your value proposition will differentiate you from every other boring salesperson out there. Not only will this help you earn the sale, but it will also help you earn the sales for a higher price and a higher commission, as well as keep the sales coming through referrals and repeat business. Sounds like a good value to me!
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