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Salespeople can often intuitively discern what prospects want and need. But that intuition can only go so far; at some point, you need to find out specifically what they value.
Tag: value
How to Stop the "I'll Get Back You" Stall
What percentage of your sales calls end in a price negotiation? Or, the dreaded “I will think about it and get back to you?”
How to Show Value Before You Even Need To
Reps typically promote value to make sure they stand out from the competition. Doing so also helps rationalize the cost to prospects.
Show Me The Value!
Your value is infinitely more important than your price. To separate yourself from competitive options, you must establish an environment in which your prospect can clearly see the value and expertise that you provide.
Value is the King of Sales, and the Queen of Service
Value is perhaps the most illusive word in sales. Everyone will tell you how important it is, very few can tell you what it is. I’ve already gone on ad nauseam about my distaste for the words “added value.”
Show me the value, or I’ll show you the door
How do you make a sales presentation? No I don’t mean warm up, probe, present, overcome objections, close. I mean what’s the big picture of your sales presentation?
Communicating Value — Getting People to Buy
There are six questions your prospects want answered before they buy. If you miss one of these questions, you jeopardize the selling opportunity. Let’s look at each question and why it is important to the buyer.
Why You Must Emphasize Value to Drive Your 2017 Sales
Want to know what buyers really care about? The latest research shows that it's not price.
What is a Value Proposition?
Do you really know the meaning and purpose of a value proposition? If not, you may be at a professional disadvantage and missing out on opportunities.
Marketers of Small-Ticket Items to Ramp Up Promotions
Researchers have recently released both good and bad news for marketers. Predicting consumer buying patterns and the marketing changes that businesses should use to spur spending can be challenging. Harris Poll analysts say that consumers are feeling increasingly comfortable about spending money on big-ticket items. But, they’re paying close attention to how little expenses are adding up and they’re being conservative in new ways. This is a signal that some marketers will need to increase promotions to encourage people to buy more or roll out a different suite of products and services to enhance their business.
Consumers Continue to Seek Value Based on Price
While consumers will continue to define value based on price, other key trends — including new product development, technology, store layouts and shopping patterns — will drive the market in 2012, according to new research by SymphonyIRI. More than half of shoppers still choose their store based on lowest prices, and 75% noted that price weighs heavily in brand decisions. However, SymphonyIRI anticipates that some shoppers will start to open their wallets more if positive economic reports continue.
Marketers to Shape Value Perception Through Multiple Channels
Today’s retailers have little margin for error as they compete in multiple channels. Consumers have plenty of power packed into their smart phones and can easily take their business elsewhere if they don’t like the price they see in the store. McKinsey analysts argue that merchants can deliberately sway consumer emotions and position themselves as value operators in all channels by emphasizing details in their marketing that extend beyond price.
