Where is the "value" in your sales process?
Where is "value" in your sales presentations?
What role does "value" play in building your customer loyalty?
How does "value" help build good business relationships?
How does value convert selling to buying?
ANSWER: By creating a value proposition that defines value in terms of the customer.
Giving value and adding value are words that many salespeople and sales executives have a difficult time in understanding, let alone giving to the customer. Most people think that value is all about something the company adds or gives away as a freebee, some small additional service, something tacked onto the product, Wrong!
Value is something done for the customer in the customers favor. The right value proposition will: engage, gain interest, eliminate price as an objection, eliminate bidding, eliminate competition, and double your sales.
Many sales people fail to communicate value. The key word in this whole chain is perceived. If your sales people or telemarketing agency does not communicate the value of your product, the value your potential client perceives, then you are already going to be selling on price and not value. If this happens you have already lost the battle before you have begun.
The key is this..Stop trying to show your clients how your product will save them money, and tell them how much money it will make them. Tell them how you are going to put money in their pocket.
To understand your value.
Why not call your three best customers and ask them why they buy your product or service over that of your competitor? Once you understand what motivates people to buy from you, you can stop selling and start communicating the value of your products and give people reasons to buy!
If you follow this simple recipe in your telemarketing and sales processes, you need never lose another sale on price!
Ian Titchener, Director of Telemarketing Matters
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