3 Key Ingredients for Selling Value


Whatever you are selling, whether it be a simple product, yourself or a complex solution, three ingredients are needed for success:
  • Fit
  • Proof
  • Trust

Overall, as you learn in value selling training, trust may be the most critical. For the customer to believe you can deliver, they need to believe in you and that you can fulfill your promise. Trust presumes a relationship. The bigger the ticket item, the stronger the level of personal and business trust needs to be. But, trust can be built more quickly if you have been referred by someone the customer knows well, through believable third-party endorsements, by offering a complimentary sample of your offering, or by constructing a pay-for-performance agreement.

But customers won’t buy on trust alone…your solution must fit the need. What unique value do you bring that your competition does not? Do you have more experience and lend more insight to each interaction? How well have you understood and matched your solution to their situation? Is your delivery schedule and pricing favorable? Are you easy and pleasant to work with?

Thirdly, what proof do you have of satisfied clients and successful interventions? Make sure you can present relevant case studies, client testimonials and references that assure your client that you can do what you say you can do.

With trust, fit and proof on your side, you have the necessary ingredients for a successful sale.

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