Memecast #72: Ace of Spades: Stacking the Deck in Your Favor by Increasing Customer Perceived Value

This meme is the Ace of Spades from the Selling Value card deck.

Selling value really is the skill of increasing customer perceived value.

If you think about it, our customers don't really know how much value they're going to get from our products. And yet we as salespeople, product people, pricing people, we've seen other customers use our products. We've seen all the different places where they get value from our products. And if we've done a really nice job, we've been able to quantify some of that value that some of our previous clients have gotten.

Doesn't it make sense then that in a sales situation we find a way to help this buyer, someone who's evaluating our current product, to learn about and understand all the different ways our product might be able to add value to them. And once we can do that were increasing the amount of value that customer perceives for our product.

This is how we win more deals at higher prices. So, selling value really is the skill of increasing customer perceived value.

We hope you enjoy this memecast. This is also an example of how Pricing Table Topics works. Grab a deck of our cards, pull out a random card and read the saying. Then talk for one to two minutes about what the card says. This will improve your understanding, and more importantly, your ability to communicate important concepts.

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
• LinkedIn: https://www.linkedin.com/in/stiving/