--- title: The Value In Shaping Your Dream Client’s Thinking | The Sales Blog description: The highest level of value you create is about shaping your dream client’s thinking. It’s about helping them understand what is possible. image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_147507905.jpg --- ### [Now booking SKO meetings for 2026/27! 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Every level transcends and includes the level before it. - Delivering your product, your service, or your solution. - Delivering the product, service, or solution, as well as an exceptional customer experience. - Delivering your product, services, solution, an exceptional experience, as well as a tangible business outcome. - Delivering your product, service, solution, an exceptional experience, tangible business outcomes that are tied to your client’s strategic business needs. - Delivering your product, service, solution, an exceptional experience, tangible business outcomes tied to your client’s strategic business needs after having helped to determine and shape those needs. The skill sets required to deliver the lowest level of value are relatively easy to obtain. They are easily taught, trained, coached, and developed. The lower levels are more transactional, and the higher levels are more consultative. Moving up these levels requires [greater skills and abilities](http://thesalesblog.com/blog/2014/09/05/the-3-levels-of-sales-skills/). It also requires different methodologies. The highest level of value you create is about shaping your dream client’s thinking. It’s about helping them understand what is possible. You create that value when you help them see their future and how they can get there. Your product, your service, your solution, an excellent customer experience, tangible business outcomes are all an important components about how you help your client get there, but it your ability to help see that future and shape it that [differentiates](http://thesalesblog.com/blog/2015/01/06/how-are-you-different/) you in a crowded market of people who look and sound a lot like you.   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2015](https://www.thesalesblog.com/blog/tag/2015) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on March 25, 2015 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-03-01T6:02:11 PM", "datePublished" : "2015-03-25 22:05:05", "description" : "The highest level of value you create is about shaping your dream client’s thinking. 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