How to add value that your prospects/customers can appreciate.

This is so important. Wham Bam it’s very important. Keep reading.

Here is a Meisenheimerism – if you can’t quantify the value there
is no value. After reading this I hope you have a new definition of
Value in mind. It’s got to be in your mind before you can transfer it
to the  customer’s mind.

You’re in sales so I’m going to mention this twice.

1. If you must discount, discount the value of something you’re willing
to give away for free, but only after you have assigned a dollar value to it.

2. If you must discount, discount the value of something you are willing
to give away for free, but only after you have assigned a dollar value to it.

For example:

If you sell equipment and include training, technical service/support, training
manuals, warrantees, and even some accessories be sure you list these in
your proposal as separate line items with the estimated value for each item.
Add up the value for each item and add these words next to the total – No Charge.

Please note, no one can question the value you place on a service you
provide.

I can’t over-emphasize how important what I’d just said is.

Other ways to add some value:

=> Simplify your offer – use high-liters and post  it notes to
identify key parts of your proposal.

=> Use odd numbers.

=> Offer dollar discounts not % discounts.

=> Consider adding a personal bio with a family photo in
your proposal. This can create some unbelievable
connections for you.

Adding value is something most salespeople take for granted.
“Like gee whiz’” the customer has eyes he should be able to
see the value of my products and services. Sure they have
eyes but they won’t  see the value unless you spell it out for them.

Don’t make any assumptions about value. To hit a home run you have to
quantify the value so that even a seven year old child can tell you what
something is worth.

When you put a price on your value, it allows you to put that value
into  your price.

You have to put the value into your value – plain and simple.

Jim Meisenheimer
Creator No-Brainer Selling Skills

http://www.meisenheimer.com

Leave a Reply

You may use these HTML tags and attributes: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <s> <strike> <strong>

(required)

(required)

 

© 2011 Sales And Publishing Suffusion theme by Sayontan Sinha
Rss Feed Tweeter button Facebook button Youtube button