Hope that you are well and have a great plan for hitting the streets today!
In my previous post I made a big deal about VALUE. What does it mean? The word VALUE can mean any number of things to the person that you are selling to.
You need to establish what the customer considers value to be. Once you know this you can proceed to sell your product or service successfully to them.
I work in the media industry. In my world many sellers will stick their noses in the air and profess that their station is the number one rated station in the market and therefore has more value than the others ( i.e. more expensive). But if the client can’t afford the proper frequency of commercials for a campaign to be a success on that station, the value is not there. There is more value to this customer in using a lower rated station (i.e. less expensive) and use the proper frequency to get results.
Let’s talk cellular phone plans. A plan that includes 1500 minutes and unlimited text messaging for $99 may be a great value – if you require 1500 minutes and are an avid texter. However, Nana Joan, who is on a fixed income with a bit of arthritis, probably will not find the value in the unlimited texting.
As you talk with your clients and prospects today, no matter what you sell, ask them questions that will help you to determine what they find valuable. There is no magic list of questions that you should use. Have a real conversation with your client. Make it engaging and the questions will come to you naturally.
Then ask yourself how your products or services can meet their expectations. And sell that to the client.
Ask not what value means to you (or your manager), ask what value means to your customer.
Please post your comments, criticisms, sarcastic remarks.
Now go sell something!