When you are working with a customer, it’s all about them understanding and believing in the value your offering will provide them, their team and their business.
That’s what value selling training teaches…how to communicate in a compelling and action-oriented way what your offering can do for your clients in a way that works for them. You learn how to help customers understand and visualize a new, improved reality or truth that can be the result of your consultative collaboration.
Here are three steps to communicate your value in a persuasive way:
- Find out what they envision as their ideal world. Even before you complete the process of discovery and certainly before you begin to craft your proposed solution, coax them toward understanding specifically what success would look like, feel like and sound like.
- Articulate, in real terms, the “new truth.” Quantify the specific business results they can expect from working with you and implementing your solution successfully. If you are pledged to improve the effectiveness of their sales process, by how much will that increase their revenue? If you are pledged to improve the effectiveness of their managers, by how much will that increase their employee engagement and retention? If they choose you over their previous provider because of a lack of follow-through, what can you guarantee in terms of how quickly you respond and how often you meet? Be specific.
- Present your pitch in graphic terms. Make it visual…whether you use graphs or tell a story that is encapsulated in a photo. You want your customers to grasp just what it will look like and feel when they decide to work with you.
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