Sales Workshop Overview
How do you sell value when it seems like every customer perceives value differently?
To a buyer, he or she may define value as getting the lowest price. Whereas, a manager or supervisor may claim that value is defined as superior quality. For a C-level executive, value is deemed important if your solution will impact the bottom line, increase profits, or minimize risks.
The only way to sell value is to help your customers understand the financial implications of their current situation. Yet, many don’t have a clue as to what it’s costing them in time, market share, resources, customers, and output. It’s your job to “dollarize” it. Customers are either too busy or no one has taken the time to help them step back and assess the bigger picture.
When you ask the right questions, you help your customer bring together critical information. You demonstrate a willingness to listen, learn and recommend. As a result, your customer trusts you and comes to a logical conclusion to embrace your solution because the financial consequences are too great not to do so otherwise.
Actions We Help You Develop
- Asking consultative questions to “dollarize” your customer’s “as-is” situation and justify your premium solution.
- Sharpening your investigative mindset to identify profit drivers.
- Protecting your interests from lower priced competitors trying to steal your customers.
- Identifying the decision making process, criteria and motives that prompt change.
- Presenting with conviction and confidence because you have a complete understanding of the financial ROI outcomes of your solution.