Sales professionals frequently talk about “selling value,” but few know how to focus the conversation on issues that impact value for the buyer. That’s unfortunate because the best way to offset pricing pressure is by identifying, quantifying, and presenting value.
Selling value begins with a deep understanding of your customer’s business and how your solution positively impacts it. This can be hard work, but it’s worth it. The creativity and effort you put into analyzing your customer’s business prepare you for the next step: quantifying the tangible and intangible benefits your solution will bring.
As a first step, consider these 29 questions to help you identify value-selling opportunities with your customer.
Ask yourself, "How does this solution help…"
Note that as the customer considers these questions, they will better understand how each area of their business can benefit, which increases the overall value of your solution – that’s truly selling value.