4 Ways to Add Value When Selling
Creating and positioning value when selling is essential to getting client or customer buy-in and not having to discount your prices.
TLDR: When presenting to potential customers, salespeople should focus on showcasing logos of similar companies and allowing the customer to choose a specific case study, leading to increased engagement and a more effective presentation.
1. 00:00 👎 Salespeople often make the mistake of presenting a slide with multiple logos of companies they've worked with, which can overwhelm and turn off potential customers.
2. 01:28 💡 Showing logos of companies that the client cannot relate to is a big mistake in social proof.
3. 02:06 💡 Show potential clients logos of similar companies and ask them to choose one for a case study, establishing credibility and engagement.
4. 03:02 👉 The customer's interest and engagement increase when they are given control to choose a specific topic, leading to a more effective presentation.
5. 03:54 💡 By focusing on showcasing relevant companies that are similar in scope and size to the potential client, rather than overwhelming them with a large number of unrelated logos, you can engage in meaningful conversations and provide context for how your services can benefit them.
6. 04:34 💡 When pitching to prospects, avoid using logos of big companies that are unrelated to their business; instead, focus on showcasing a specific client in their industry and highlight their progress with a before and after comparison.
7. 05:18 💡 Check out sales velocityacademy.com for courses to help you sell more, and remember to leave feedback on iTunes.
8. 06:12 🎙️ The most important thing for a speaker is to make their client look good, not themselves.
More content at http://www.SalesVelocityAcademy.com
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