Communicating Value
?>
Download eBooks and Software
 Fully Verified Winning System Since 1999 & Vip Club Picks!
Winning Sports Picks & Predictions By Zcodesystem.com - Nhl, Nfl, Mlb And Nba Predictions And Picks From The Best Experts In The Industry + Fully Automated System Proven Since 1999 Awesome Conversion 5.26% And Recurring 60% Commission!
The Lotto Black Book
This Radical Approach To An Online Sales Letter Converts In The 3-5%... We've Never Seen Something Like This Since The Early Days Of 2004-2005 And I'm Sure You Haven't Either... We Convert More Than Our Competition And We Pay Out More... Try It!
Paleo Recipe Book - Brand New Paleo Cookbook
Brand New Paleo Diet Cookbook With Over 370 Recipes. Pays 70% Commission On This High-quality, Easy To Sell Product. Get Banners And Promotional Material At Http://paleorecipebook.com/affiliates.html
Articles > Business and FinanceCommunicating Value
by: Terence R. Traut
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 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
|
?>
News on Business and Finance
The Business Finance Store Discusses Business Incubators
The Business Finance Store discusses business incubators and how entrepreneurs can find the right one to develop their ideas into a successful business.Santa Ana, CA (PRWEB) May 20, 2012 Pinterest, the online virtual pin board, raised $100 million in a round of financing this week, The Wall Street Journal reported. The venture-capital funded tech startup is reportedly valued at $1.5 billion ... IBFIM PARTNERS FPAM TO ORGANISE THE 2ND ISLAMIC FINANCIAL PLANNING & WEALTH MANAGEMENT CONFERENCE
Accelerating The Creation Of Sustainable High Income Nation AgendaKUALA LUMPUR, May 22 (Bernama) -- In order to create more room for the IslamicFinance industry to come together and provide proactive solutions especially infinancial planning and wealth management Islamic Banking and Finance Instituteof Malaysia (IBFIM), a business advisory and professional developmentorganization for the ... The Business Finance Store Highlights Considerations for Upgrading a Credit Card Terminal
The Business Finance Store highlights some things to look for when considering upgrading a credit card terminal.Santa Ana, CA (PRWEB) May 19, 2012 VeriFone’s SAIL credit card swiper might be a little too close to Square’s mobile technology, Bloomberg Businessweek reported. While VeriFone’s SAIL looks physically different, the agreement and usage terms are remarkably similar, such that Square ... IBFIM partners with FPAM for financial planning conference
KUALA LUMPUR (May 22): The Islamic Banking and Finance Institute of Malaysia (IBFIM) said Islamic finance market is expected to grow at an annual rate of 25% while Islamic assets are expected to g Bank Sarasin mulls Malaysian entry
BANK Sarasin, a Swiss private bank that in recent years ventured into the Islamic finance space, is considering entering the Malaysian market. "It's a point that we're looking at and evaluating," its head of Islamic finance, Fares Mourad, told Business Times in an interview here yesterday. Within Asia, the boutique bank - which specialises in asset management and investment advisory services ...
|
