Value, Conversation, Listening, Asking Questions

TSE 510: TSE Hustler’s League-“What Is Value?”

Value, Conversation, Listening, Asking Questions Today’s snippet taken from one of the past training sessions over at the TSE Hustler’s League is focused on building value.

The extent to which a good service is perceived by a customer to meet his needs or wants is measured by a customer’s willingness to pay for it. The company depends more on the customer’s perception of the worth of the product than on its intrinsic value.

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Establishing your value:

  1. Ask for more than what you’re comfortable asking for.

Follow the 10x rule and bump up what you ask for 10x. Sometimes your customers will value something a little bit more.

  1. Educate your customers.

It’s your job to educate customers on the value you’re bringing to the table so they can make that important decision.

Ways to find out what your customers value most:

  1. Ask what is important to your customer.
  2. Get the customer to understand the potential pain without using scare tactics.
  3. Tailor your presentation and solution to what’s important to them.
  4. Ask them questions in a way that you make it seem you’re not selling but instead they’re buying.
  5. Figure out how you can establish value.

Again, people need to see the value first before they even decide to buy. Sometimes they don’t know about you, so you need to provide education.

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Episode Resources:

Say goodbye to long, boring proposals and check out PandaDoc. Send proposals that not only will your customers enjoy and love but also have time to be able to do more selling. Perfect combination! To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

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Donald Kelly, PandaDoc

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About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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