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Thoughtful Thursdays – A way to quantify value to your prospect

Value is the key to every purchase. Your prospect will not buy from you unless they feel they are getting value for the money they spend.

Talking about value is one thing, quantifying it can be another. It is not always easy to quantify value, however it is essential, especially when the price for your product and/or service is not the lowest. Here is one way to quantify value to your prospect.

Your value proposition states that your customers typically reduce their system freight costs by ten percent. This has peaked the prospects curiosity and your diligent follow up now has their attention. They ask you to quantify the ten percent. Unfortunately you do are not sure of their operational costs and coming up with a figure is stumping you.

An approach that may work it to have your prospect calculate the potential savings. Beyond the obvious freight costs, ask them to include associated  human resources, paperwork, and any other expenses related to freight. The total number might be larger than they think and the ten percent savings very significant.

Having your prospect help you by doing the arithmetic not only quantifies the value, it will make the value real as they used their own numbers.

Good selling,
Richard

Have a question about sales? Contact me and I will respond.

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