build value

How To Build Value In A Sales Presentation

value wording

Increase the value, or the perceived value of what you sell, and you will make more sales! You have to have ways to raise the value of your product or service. By that, I mean, when the buyer feels that the return, is greater than the investment, you will close more sales. The sale often takes place when the prospect feels…

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How To Increase Your Client Transaction Value

Being able to sell more to more clients is the holy grail for salespeople. Your ability to get more business from current customers is really the foundation for improving the margins and quantity of product sales. One way you can increase sales is by concentrating on increasing the value of each transaction with each client. You are dealing with people…

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At What Point In The Sale Should You Disclose The Price?

We all know the old rule-of-thumb in selling which is to try not to reveal or discuss the price of what you are selling, until after you have completed your sales presentation. However, dealing with today’s modern, more educated consumer, many of which are demanding price before presentation; should you still try to avoid  talking about the price early in…

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“Stick Out Your Tongue And Say Ahh…” To Build Sales Value

You’ve spent years perfecting your craft and learning everything there is to know about what you sell and the competition. However, you have to be careful not to allow that knowledge to flow too swiftly. The Instant Response Of course, some products and services require light-speed responses, but selling most products and services today, requires more of a consultative approach….

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5 Ways Value Changes In The Buyer’s Mind

Value building with arrows

Delivering value is the catalyst for any buyer to make a decision. But what many salespeople forget is that the customer’s view of value changes as they move through the buying cycle. The stages buyers go through start with recognising there is a need. Then they make evaluations as to who they should buy from, followed by the decision phase…

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Some Home Truths, Relationships Are Built On Value

Letters spelling out value

In a previous blog, we covered off some home truths that salespeople still cling to, in the hope that the olde worlde still exists out there somewhere. The fact is that although many salespeople still sell the way they did five or ten years ago, the buyers that existed then don’t exist any more. And this is especially true in…

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The Secret To Building Value In Your Selling

Sell Concept. Young Couple Consulting At Manager In Modern Office

I bet you’ve heard a million times that you need to build the value first before revealing your price. And whoever told you is exactly right! But how can you build this value? Well, the overall objective is for you to cover the benefits of what you are selling so well that the prospect has built up a figure in…

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You Need To Create Value Overload In Your Sales Interactions

Whenever you listen to a sales pitch, are on the receiving end of a sales presentation, read an advert or are reading one of those 453 page sales letters online, what’s going through your head? I bet that you’re most likely saying to yourself: “Ok, how much is this going to cost me?” You see, whether you know it or…

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