Selling Value – The Value Proposition
We often hear about and discuss selling value in sales. Generally known as the Value Proposition for a product or solution.
There is our Value Proposition as the person or company selling and then there is the customers perceived value of what they are getting.
The customers viewpoint and buying criteria is obviously more important and should be identified first prior to launching an extended pitch that is uncertain to resonate without a discovery discussion.
The Discovery discussion identifies customer pain points that need to align with your Value Proposition to move forward and eventually earn a purchase.
Once a short 10 second elevator pitch is used to gain interest and stating the reason for the call the dialogue around your Value and the Discovery around the customers perceived Value can begin to determine the direction in the discussion.
As Steve Jobs stated “It’s not the customers job to know what they want. It’s our job to show them what they want”
Tell and show the customer the VALUE of your product or solution and why they need it. You are the expert. Make Recommendations. Get Creative. Be confident!
https://www.youtube.com/watch?v=2zfqw8nhUwA
Jerry Lang
