Thoughtful Thursdays – On value
The question on every prospects mind and one that is often not answered in full, leading to a lost opportunity or a lengthened sales cycle.
What comes to mind is “value proposition”. This is the reason why dealing with you is a viable option to your prospect.
In many cases the question “What’s in it for me?” is addressed with a few points that do speak to value. Examples include dollar savings, increases in productivity, and assurances that you will provide service next to none. These are all good reasons to consider doing business with you. But is it enough?
Your prospects will have common ways to determine perceived value. They may also have unique needs that if addressed will add value to your offering.
Consider the following when preparing for your meetings and know you will be including answers to the “What’s in it for me?” question. These all address value.
- Keeping a minimum inventory for your prospects needs
- Will your product or service may the workplace happier for their employees
- Does it make the employees job easier?
- Do your businesses share common values?
- Are you accessible?
- Have you addressed the risk factor for taking on a new vendor?
- Peace of mind
- Will profits increase as a result of doing business with you?
- Can you deliver faster?
Think about additional ways you can demonstrate value to your prospect and be prepared to talk about it. If you do and your competitor does not, you may find yourself moving to the list.
Good selling,
Richard
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