Customers value different aspects of companies, products, and services. No single item universally establishes value in the minds of customers and prospects. If you have been selling for a while, you know this! But, what do you different because of this knowledge?
Prospects and customers all ask the same questions in their heads throughout your presentations. Do you know what those questions are? It sounds like this:
- So What?
- What’s in it for me?
- Why should I talk to you?
Successful salespeople know the key to answering these questions for their customers is understanding what a prospect values. The only way to understand what is of value to a prospect is for them to tell you. The trouble is that they don’t always tell you; it is up to you to determine this. The best way to figure this out is by asking questions. It is different for everyone.
You can’t wing this! It is essential to understand the different sources of value: functional, monetary, social, and psychological. Not everyone buys for the same reasons. Successful salespeople craft questions for each source of value.
We share a proven method to uncover what your prospects and customers value in our Establishing Value online workshop so you can answer the question all your customers have. So what? Why should I listen to you?