Thursday, April 5, 2012

What is your value?

A client recently said, “Our business has been so good for the past five years that we haven’t felt a need to do any sales training, but things are different now and we need help!” In today’s market of intense competition and constant margin pressure, this scenario continues to replay itself.
When not prepared for price resistance seen in tough market conditions, a weak salesperson stammers with a poorly thought-out response like, “Well, let me see what I can do.” Is it really about price or is it value? Let’s consider some solutions.

What is value anyway?
The truth is that value, like beauty, is quite subjective. It is, indeed, in the eye of the beholder. It is incumbent upon every sales professional to find out exactly what the prospect values. Be sure to lead with your ears and ask the questions that reveal what your prospect actually values.