Value-Based Selling
This is a preview of a concept contained in The Personal MBA by Josh Kaufman, a book that will help you master the fundamentals of business, hone your business instincts, and save a fortune in tuition. The Personal MBA distills the most powerful principles of business and delivers them quickly and concisely. Order your copy now…
What is “Value-Based Selling”?
“Price is what you pay. Value is what you get.” — Warren Buffett
Key Points:
- Value-Based Selling is the process of understanding and reinforcing the reasons why your offer is valuable to the purchaser.
- Though Value-Based Selling, you increase the likelihood of a transaction as well as the price the purchaser is willing to pay.
- Value-Based Selling is about listening, not talking. By asking your prospects what they need, you:
- Increase the prospect’s confidence in you and your understanding of the situation.
- Discover information that will help you emphasize how valuable your offer is, and how to Frame your price appropriately.
- Discover how, why and how much your offer will benefit the customer, and you’ll be able to connect more effectively, and ultimately land more sales.
Questions for Consideration:
- Why is this purchase in the customer’s best interest?
- If your prospective customer purchasers your offer, how will they benefit?
- How can you frame your offer’s price as a small fraction of the value they’ll receive?
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