We all want our salespeople to sell more value. What does that actually mean though?
If we think about it, our customers, whether they be consumers or businesses, they buy value. They exchange money for the value they perceive that they're going to get from our product, however they want to measure that value.
Our job as a salesperson needs to be to make sure our customers, our buyers, understand how much value our product might be able to give them because the more value they perceive the more we can charge, the more likely we are to win the deal.
Our job as a salesperson selling value then is to increase how much value our customers perceive from our products.
We hope you enjoyed this memecast. This impactful insight came from the book, Selling Value, which I wrote to help salespeople win more deals at higher prices. If you have any questions or feedback, please email me mark@impactpricing.com.
Now go make an impact.
Connect with Mark Stiving:
- Email: mark@impactpricing.com
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