- The type of recommendations you make is an indication of the value you create for your clients and your ability to differentiate and create a preference.
- Because most salespeople sell at the same level, the value at that level…
The value your clients need from you is part of a hierarchy—a ranking of things. Your role in consulting your clients includes understanding their version of the value hierarchy, as well as knowing how and when to modify it to help them produce…Continue Reading
What you communicate to your clients says a lot about what kind of salesperson you are. The things you believe your prospective client is going to be interested in, and what you think they’ll find compelling is a window into what they can expect…Continue Reading
The idea of "value creation" can be confusing. The word "value" itself can be nebulous, unclear. Value is also in the eye of the beholder; it is a perception. In sales, however, we can define "value creation" with some significant level of…Continue Reading
When you lead with your higher price, you have a chance to justify—and demonstrate—the value you create that is worth paying more to obtain.
When you provide your higher price later in the sales conversation, if you have not differentiated…Continue Reading