From the course: Solution Sales
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Create value
- When I speak at conferences or company meetings, I like to ask, how many of you provide value in the sales process versus just selling on price? And everybody raises their hands. But my next question, so how do you do that, is frequently followed by an uncomfortable silence. Many consider themselves to be value sellers, but few are able to articulate what that really means. And if we talk about value using the simple economics 101 definition, value equals benefits minus cost. Now, if you follow the logic of that equation, the benefit you bring to your client must go beyond just the value of your products and services. Solution selling hinges on you bringing something to the sales process that is valuable to your customer, namely your expertise and insights. My former boss used to ask a simple question. Would your customer write you a check for the sales call? Meaning, did you offer something that was truly valuable…
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