Drug testing

Communicating Value

Abstract: People buy for their reasons, not yours. This article covers the key elements that prospects want to hear you talk about.

Always, but especially during lean times, effective sales professionals know the importance of communicating value.

Budgets ? if they ever were discretionary ? are tighter. Business customers are being asked to do more with less. Decisions are increasingly less on WHERE to spend the money and more on WHY we need to spend the money.

Value is the customer's perception of your worth, excellence, usefulness, or importance with respect to them or their business. Value addresses the customer's question, "What can this person or company do for me?"

Even spending time on the phone with you must return something of value to the customer. You must initially and continually earn the right to have the customer invest their time and money with you.

Position value by explicitly answering these questions throughout the sales cycle:

  • How much? (What can the customer expect to gain by doing business with you in terms of increased sales, lower costs, etc.?)

  • How soon? (When will the customer be able to receive the value? This is a critical question in today's economy.)

  • How sure? (Where is the proof that the customer will in fact attain the value stated? References and examples are critical.)

How would YOU answer these questions for each of your prospects or customers? If you don't have the answers, expect resistance. If you do have answers and your solution is directly linked to your customer's articulated needs, you will be successful even in these difficult times.

Successful reps tell their customers what the value to them is ? customers shouldn't have to work to figure it out themselves. If you don't explicitly quantify the value your customer can expect to receive, and your competition may be doing this work for your customer, who is going to win the business?

This information comes from Forming Business Relationships, a module in Entelechy's High Performance Sales training. Check out this module as well as our 40 other modules, training tools, and eGuides at http://www.unlockit.com.

About The Author

Terence R. Traut is the president of Entelechy, Inc., a company that helps organizations unlock the potential of their people through customized training programs in the areas of sales, management, customer service, and training. Check out our 40 customizable modules, training tools, and eGuides at www.unlockit.com. Terence can be reached at 603-424-1237 or ttraut@unlockit.com

limousine chicago service
In The News:

Your Voice Print

"Mountains are built one pebble at a time and climbed... Read More

What Every Manager Should Know About How to Prevent Customer Service Conflicts

There are five techniques that have been proven to be... Read More

Become a Customer Enthusiasm-Guru!

One thing all successful small business owners have in common... Read More

What You Need to Know About CRM

1. It's all about the customer. Some companies focus too... Read More

What Type Of Software Is This?

The other day while at the book store, I came... Read More

Dont Eliminate The Middle Man - Add One

Today, there are situations when we actually add a "middle... Read More

Setting Up a Customer of the Week Program for a Mobile Car Wash

In a mobile detail or mobile car wash business you... Read More

What Do They Want Anyway?

You want customers. I want customers. We all want customers.... Read More

Debt Elimination Scam

May people these days have a problem with mounting debt.... Read More

How to Transform Your Voicemail into an Effective Medium of Communication

"Hi this is Randy. Leave me a message after the... Read More

Customers - Hold Onto the Ones Youve Got

You probably spend a great deal of your time looking... Read More

The Art of Giving Great Service

Sales is tough to get right, and depends on retaining... Read More

Minimize The Pain of Check Recovery

$350 million in bad checks are written each and every... Read More

Improving Customer Service

Improving customer service starts at the top - with us... Read More

One of the Secrets of a Great Customer Experience

A few weeks ago we conducted our annual "Customer Experience... Read More

Complaining Consumers

The salesman's job is to be well informed; extremely well... Read More

4 Things Your Clients Want From Your Company

Sure, all clients are different. They have different kinds of... Read More

Restaurant Owners ? How Important are People Skills?

You are serving great food. Your establishment is new, spotless... Read More

What Every Employee Should Know About How to Win the Loyalty of Customers

Dr. Michael LeBoeuf, in his cassette album entitled, Win... Read More

Customer Service, Italian Style

Nowadays, we complain nearly all of the time about how... Read More

Creating the Right ?Viral Reputation?

Unless you are brand new to business, or have been... Read More

Passing the After-Sales Test

Some time ago a major UK food retailer decided to... Read More

Find Out Where Your Firm Stands in Today?s Customer

Looking For Ways to Improve Sales and Customer Relationships?Find Out... Read More

It Is All About Customer Service!

In this day of terrible customer service, it should come... Read More

CEM Can Improve Customer Loyalty

'A 5 percent increase in customer retention increases profits by... Read More

high bay lights led light bulbs for sale Pete's produce ..