Value Based Selling Done Right
The focus of your services can have many variations. It may vary from client to client or from project to project. So, it is important for you to know what your focus is and what value you can provide to your potential clients. It is important so that you can clearly explain it to them.
Value-Based Selling is how you support that price. By understanding and reinforcing the reason why a transaction will be valuable to the customer, you simultaneously increase the likelihood of a transaction as well as the price the buyer will be willing to pay.
In this episode you'll learn:
What is Value Based Selling
2 Types of Value
Role of Consistency in a Value Conversation with a Client
Value-Based Selling is the process of understanding and reinforcing the reasons why your offer is valuable to the client. This can increase the likelihood of a transaction as well as the price the client is willing to pay.
In determining value with clients, there are 2 types of value that your clients may obtain. We have quantitative value – we can put a number to them. Qualitative value on the other hand are things that can be observe but not measure.
It is not about how important it is to involve clients because if they make a commitment to the value (and goals), it will trigger consistency for them.
Identifying and addressing a client’s needs with a service and guiding them into recognizing the value of that service is the way in which such involvement builds a healthy, stable relationship between you and the client.
Mentioned in this episode: