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How to use value to sell better
Target the best customers.
Value helps you find emerging opportunities. Understanding value improves your prospecting because it explains why customers buy. Knowing how your solution enables emerging strategies will help you target companies that are the most likely to adopt early. Understanding value also helps tailor your pitch to the customer’s business needs. This helps you break through the noise, capture the customer’s attention and earn the right to call on the customer. Value is the quickest way to open door.
Pick the winners.
If you can’t create value, go somewhere else. Value helps you qualify accounts quickly because it helps you better determine the scope of the customer’s needs. If a customer only has technical needs, it is unlikely that you will be able to build enough value to justify a premium price or urgency to drive to sale to closure.
However if you can link the technical needs to high-priority business strategies, you will be able to figure out how compelling your solution is to the customer. If there is a clear connection between what your solution enables and what the customer wants to do, you will be able to use value drivers to build momentum in the account. It also helps you assess the probability of closing the account and negotiating a premium price, other important account qualifiers.
Build value in every sales conversation.
The goal of the discovery process is figure out what the customer is trying to accomplish, translate their strategy into technical needs, uncover issues and suggest relevant solutions. You conduct the discovery process by asking questions and listening carefully to what your customer is saying.
Value selling should guide every conversation your sales team has with the customer.
Asking questions that build awareness and intensify pain is the art of selling. Value questioning strategies enable you to conduct consultative conversations that build your customer’s trust and belief you’re your technology will be able to satisfy their needs, solve their problems and enable their business strategies.
Propose value.
Value drives the logic of your proposal. The customer’s perception of the value of your solution depends on how well you link your technology to their business strategies. Benefits are most powerful when they are presented within the context of the customer’s needs and problems. A benefit that doesn’t directly relate to the customer’s perception of the situation is irrelevant. Value building strategies helps you keep your proposal relevant. Furthermore they provide a consistent logic to guide key sales events, such as the executive presentation, demo and written proposal.
The economic justification, a key element of the proposal, should also be built to showcase the value of your solution. By linking your solution to mission-critical business strategies, you are tying the decision to purchase your solution to other business decisions. Linking the purchase of the product to overall success of the strategy builds value because it associates the financial benefits of the technology purchase to the successful implementation of the strategy.
Negotiate with strength.
Value lets you play hardball. If you had built the customer’s sense of value throughout the sales process, then you can use it as a negotiating tool during the close. Value makes your customer vulnerable and you strong. If the customer really believes in the potential value of your solution, they are more likely to pay more; be more committed to the implementation, and accommodate your needs. On the other hand, if the customer is not convinced of the value of your solution, most likely the decision will be made on price alone.
Value helps you find emerging opportunities. Understanding value improves your prospecting because it explains why customers buy. Knowing how your solution enables emerging strategies will help you target companies that are the most likely to adopt early. Understanding value also helps tailor your pitch to the customer’s business needs. This helps you break through the noise, capture the customer’s attention and earn the right to call on the customer. Value is the quickest way to open door.
Pick the winners.
If you can’t create value, go somewhere else. Value helps you qualify accounts quickly because it helps you better determine the scope of the customer’s needs. If a customer only has technical needs, it is unlikely that you will be able to build enough value to justify a premium price or urgency to drive to sale to closure.
However if you can link the technical needs to high-priority business strategies, you will be able to figure out how compelling your solution is to the customer. If there is a clear connection between what your solution enables and what the customer wants to do, you will be able to use value drivers to build momentum in the account. It also helps you assess the probability of closing the account and negotiating a premium price, other important account qualifiers.
Build value in every sales conversation.
The goal of the discovery process is figure out what the customer is trying to accomplish, translate their strategy into technical needs, uncover issues and suggest relevant solutions. You conduct the discovery process by asking questions and listening carefully to what your customer is saying.
Value selling should guide every conversation your sales team has with the customer.
Asking questions that build awareness and intensify pain is the art of selling. Value questioning strategies enable you to conduct consultative conversations that build your customer’s trust and belief you’re your technology will be able to satisfy their needs, solve their problems and enable their business strategies.
Propose value.
Value drives the logic of your proposal. The customer’s perception of the value of your solution depends on how well you link your technology to their business strategies. Benefits are most powerful when they are presented within the context of the customer’s needs and problems. A benefit that doesn’t directly relate to the customer’s perception of the situation is irrelevant. Value building strategies helps you keep your proposal relevant. Furthermore they provide a consistent logic to guide key sales events, such as the executive presentation, demo and written proposal.
The economic justification, a key element of the proposal, should also be built to showcase the value of your solution. By linking your solution to mission-critical business strategies, you are tying the decision to purchase your solution to other business decisions. Linking the purchase of the product to overall success of the strategy builds value because it associates the financial benefits of the technology purchase to the successful implementation of the strategy.
Negotiate with strength.
Value lets you play hardball. If you had built the customer’s sense of value throughout the sales process, then you can use it as a negotiating tool during the close. Value makes your customer vulnerable and you strong. If the customer really believes in the potential value of your solution, they are more likely to pay more; be more committed to the implementation, and accommodate your needs. On the other hand, if the customer is not convinced of the value of your solution, most likely the decision will be made on price alone.
Breaking News: Google Now Hiring People To Work From Home
If you live in America and you have been wanting to work from home, you might be in luck. Google has now released a new "Work From Home Program" that will allow Americans to work for the titan from the comfort of their own homes.
To thousands of Americans this means that they will soon have a safe and bright future working for one of the fastest growing companies in the world.
In the middle of this recession this country and the world is going through, Google has been thriving and reporting profits consistently every quarter.
Completely innovating the Search Engine industry in the late 1990's, Google has had a history of development and innovation, and another one is about to come.
Google has now opened it's doors and will be hiring everyday people to work from the comfort of their own homes posting links. The way this works is Google will allow people to signup and receive a package which will contain all the step by step instructions to get setup from home.
This will allow Google to hire talent that would otherwise be unreachable and compensate them based on results on a long term basis.
What you need: A Computer, an Internet Connection and the desire to make a living working from home. No special skills are required other than knowing how to use a computer and navigate the internet.
Mary, a mother from San Jose, CA who worked with Google in the experimental parts of this program, is thriving, in the middle of an economic recession, working in the comfort of her own home with Google.
From her website: "I get paid about $25 for every link I post on Google and I get paid every week... I make around $5500 a month right now"
Google has now officially released their new "work from home" system out to the public. There will be thousand of spots available that are expected to go very soon in the next few days.
The way this works is very simple, Google says.
First you will need to apply for their work from home kits. Google has release a limited amount of kits, all distributed through local websites in your area, which will cost $2 of shipping and handling to the public.
Google says this charge is made to cover shipping costs but also to separate the people that are serious about working with them through this program.
Once you have ordered your kit (if you are one of the lucky few to get availability in your area) then you will receive a package that will contain all the instructions you need to start working from home for the online titan.
This kit will show you all you need to know, Google says. You will be performing simple and straightforward tasks such as posting links. "Anybody with basic computer skills will be able to perform these tasks" adding to that they say that "We understand the psychology of working from home and we want to give our employees tasks that are simple and easy, and reward them generously in order to keep them motivated."
Is this worth quitting your job? If you're lucky enough to receive a kit, you might not even have to.
"We start off our work from home program only requiring 1-2 hours a day of work, earning a great income from the start. This way our work from home employees will see the benefit and start devoting more and more time each day and their salaries will increase accordingly" Google reports.
Although they are going very fast since their release earlier today, thousands of positions are still available at the time of this writing.
To apply for a job working from home for Google here are the three steps:
Step 1: Get the Google Work From Home Kit, only pay the $2.95 for shipping. (The shipping cost allows Google to screen for serious people).
Step 2: Follow the directions on your package and set up a Google account. Then they will give you the website links to post. Start posting those links. Google tracks everything.
Step 3: Google will send out your checks weekly. Or you can start to have them wire directly into your checking account. (Your first checks will be about $750 to $1,500 a week. Then it goes up from there. Depends on how many links you posted online.)
Associated Links:
Easy Google Profit official site
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