building value

6 Questions To Ensure You Build Value For Your Customers

Building value up

You know well how customer don’t buy on price alone. The risk that is taken when they buy the cheapest option is sometimes too great and so other components are taken into account when decisions are made. We often say that we should sell the concept of value, as it appears in the eyes of the prospect. But how can…

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How To Increase Value, How To Find Your Customer’s Value Perception, & Albert Einstein on Thinking at Different Levels

Episode 3 – How To Increase Value, How To Find Your Customer’s Value Perception, & Albert Einstein on Thinking at Different Levels Episode 2: Loads Bubbling Podcast How To Increase Value, How To Find Your Customer’s Value Perception, & Albert Einstein on Thinking at Different Levels This podcast includes: How to Increase the Value in your Product/Service How To Find…

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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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3 Key Drivers That Increase Value In Your Client’s Eyes

Value

How many times do your clients talk about you reducing your prices? What do you say when the issue of price is brought up by the prospect? In which direction do you take the conversation when price is the biggest stumbling block? For most salespeople, price is the biggest objection they have to overcome, and they do it by justifying…

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The 4 Word Statement That ALWAYS Builds Value

man on coins stacks

When I was searching for a new car I did all the necessary research and visited a number of dealers for a test-drive that would convince me I had made the right decision. I don’t have many needs in a car….it has to do the job better than I would expect and make me feel every journey is an experience…

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What To Say When The Customer Asks, “Why Should We Use You?”

why wording

So, you’ve got to the part of the conversation where the customer asks the £64,000 question, hence indicating they are interested but haven’t yet been persuaded to think seriously about your solution. What do they really want and need when this question, ‘Why should we use you?’ is asked? Well, they want confirmation and assurance that they are taking less…

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Ways To Make Your Value Standout In The Crowd

We often get asked to help salespeople craft their cold-calling script so that the recipient drools at the very thought of meeting with the salesperson and has sleepless nights waiting for the presentation that will change their lives for the better.  This utopian situation doesn’t occur very often/quite often/seldom/hardly ever/once in a blue moon/never in world history (delete as applicable) What’s happening here,…

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Are You Really That Different From Your Competition?

One of our clients had a particular dilemma, described here by one of the sales team: “Our clients think our products are just a commodity, and so mainly focus on the price against our competition. We know that our products are different, have differential qualities and will be better for our prospects than our competition’s will. What can we do…

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Become A Thought-Leader To Add Value

Branding is one of the key components of marketing your products and services, and branding has become a multi-million pound industry, with so many companies using their brands to leverage their marketing positions. Branding, though, can be lost in the competitive elements that make up the world of products and services. No more is this so in the components that…

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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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