5 Tips On Selling Value NOT Price!
Show me the value!
In today’s market place where so many products and services are viewed as a commodity, the ability to add value to your product or service is an absolute necessity. There is no doubt that in the absence of value virtually any product or service can be driven down to one thing – price.
Sure, it’s easy to blame the economy for low sales volume and decreased revenue, but even as the economy limps along, companies still have to buy goods and services. They may buy a bit differently, they make take a little longer, they could even buy less, but they stillhave to buy. If your customers are not buying what you are selling, cannot see the value in your offer, you will continue to hear “I need to think about it” or “your price is too high.”
I listen to business owners who regularly tell me that they blame their customers and potential customers for being too money focused or cost conscious. Customers are attracted to value not “the lowest price or the cheapest in town.” It has nothing to do with price and everything to do with the value you are conveying. When your potential customers tell you it is about the money that is actually customer code for “show me the value.”
The business owners I work with saw the writing on the wall and realized it is do or die for their business. They are now acknowledging this and saying “maybe it is me,” “maybe I need to be more efficient when I sell,” “maybe I need to show value,” or “maybe I should get sales coaching.” These established business owners are admitting that selling is “no longer what it used to be” and new business owners are realizing that selling is “not at all what they thought it would be.”
So what can business owner do to close more business in a slowing economy? Here are five ways to start making things happen, now!
1. Be Distinctive. If there is absolutely nothing that differentiates you from your competition you turn out to be common and viewed as just like everyone else. What are you doing that your competition is not? Take inventory of your sales skills and knowledge.
2.Stop making excuses. Excuses are nothing more than roadblocks to progress and change and making excuses strips you of your power to take control. Take personal responsibility and blame no one or nothing but yourself.
3.Create your own economy. If you are looking for better business results, take a look inside your business instead of blaming the outside economy. Find out what is missing, what went wrong and how you can fix it. That is the only thing you have control over and the sooner you identify and fix what is wrong, the sooner your sales and revenue will improve.
4.Invest in yourself and your skills. Sales skills are an essential part of doing business and are critical to staying in business. If you don’t have sales skills; get them, if you have skills; hone them, if you are not sure where to start, ask a coach. When you arm yourself with efficient and effective sales skills, you increase the chances for your business to thrive in this new and here to stay economy.
5.Have high-value conversations. The conversations you have with your customer should be packed with so much value that they actually thank you for speaking with them and look forward to having more conversations with you. How? You ask powerful questions that help them get clarity around their pain and what it is costing them.
Start doing what you need to do, and accept the fact that you cannot control the economy but you can create and control your own! Sell value not price and you will become invaluable.
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