Ad Sales Training Nation How to Sell Value When Price is the Customers Focus with sales training coach Ryan Dohrn
Dec 22, 2023
Discover the art of selling value when customers are fixated on price. Learn how to effectively communicate your worth to clients while navigating the influence of AI in sales. Delve into the nuances of emotional versus logical buyers and the importance of empathy in tailoring your approach. Gain insights on building human connections and adapting your strategies to overcome economic uncertainties and diverse buyer types.
AI Snips
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Transcript
Episode notes
Lead With Immediate Value
- Stop and ask what value the recipient gets before you send any outreach.
- Offer a tangible deliverable (research, analysis) to trigger a reply.
Make Every Touchpoint Worthwhile
- Make every touchpoint clearly valuable: LinkedIn requests, trade follow-ups, and emails.
- Always tell the prospect what they gain by connecting or meeting with you.
Make Needs Assessments Client-Focused
- Design customer needs assessments to guide clients, not just to gather information.
- Ensure the assessment gives clear next steps that benefit the client directly.
