14 min listen
How do I validate and remind the customer of the value we deliver?
How do I validate and remind the customer of the value we deliver?
ratings:
Length:
15 minutes
Released:
Feb 26, 2020
Format:
Podcast episode
Description
Are customers giving you all the credit you deserve? Paul shares three examples to reinforce and validate the value you deliver. Show Notes: “Nobody gets the credit they deserve; you only get the credit you ask for.” Therefore, its… “As most people are unaware of the air they breathe; most customers are unaware of the value they receive.” Your customer is not intentionally forgetting about your value, they just don’t think about it. When things work the way they should, they don’t notice it. Value reinforcement is critical because price only becomes an issue in the absence of value. If the customer forgets about your value, price becomes an issue. There are two things you can do to validate and remind the customer of the value you deliver: dollarize the impact of your value, and communicate that impact to different levels of decision makers. “_______ is the number-one reason salespeople discount their price. So, ask yourself this question…” *** Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered. The Q and A Sales Podcast is edited by The Creative Impostor Studios. Thank you for tuning in. Make it a big day. http://www.theqandasalespodcast.com
Released:
Feb 26, 2020
Format:
Podcast episode
Titles in the series (100)
How do I sell value when my product is the same as the competition?: Paul shares three ideas to help you sell on value when your competitor is selling the exact same product or service. Show Notes: What if a buyer told you, "I can buy the same thing cheaper down the road?" Is that really a price objection? "Price... by The Q and A Sales Podcast