How can you convince a prospect to choose value over price?

Q: How can you convince a prospect to choose value over price? A: You can't... Chances are that prospect isn't a fit for your company & vice versa. Work harder to find better prospects with needs & goals that align with what you're company can offer (be it price or value).

Remember, convincing a prospect to choose value over price requires patience, persistence, and effective communication. It's essential to understand the prospect's needs, challenges, and pain points to tailor your approach accordingly. By demonstrating the true value of your product or service, you increase the chances of closing a sale at a higher price point.

Understanding your prospects needs and goals starts with good discovery. #1 question I ask is why are we here? Why are we talking about this project/problem/solution today? When you ask good questions during discovery you can uncover many of those important factors they have in buying regardless of price...if you are listening.

Don't forget who gets to define value! The client does. Every time. They need to see it as a value before they can decide it is worth the cost. That is critical. It cannot be you telling them that the value is there for them, they need to get to the point to where they are telling you it is worth it for them. You need to lead them to that place and you'll close the deal.

Antes de entrar com benefícios do produto ou servi?o, é interessante conversar com o cliente e identificar qual a sua real necessidade em rela??o ao seu produto ou servi?o agregando valor ao seu produto/servi?o, demostrando ao seu cliente que o benefício é muito mais vantajoso que o quesito "pre?o". - Costumo come?ar com um bom atendimento, escutando o cliente e realizando perguntas chaves referentes as necessidades de estar atuando ou buscando determinado produto ou servi?o. - Procuro identificar se o meu cliente é atacado ou varejo isso costuma distinguir as abordagens já que as necessidades s?o diferentes. - Descobrir a real necessidade é um fator importante, muita das vezes é necessário auxiliar o cliente em sua tomada de decis?o.

Your value prop is independent of your prospects goals and needs until you have that first conversation and ask those great questions. Once you have done this and you are doing a great job with targeting you then get to weave those important buying factors into your value prop to articulate to the customer why they should choose your company/product/solution etc...

Lembre-se, clientes compram solu??es através de determinado produto ou servi?o. "Ofere?a isso a ele". -Após ter identificados as necessidades do seu potencial cliente, é muito importante mostrar o produto para o mesmo e desenhar como ele poderá utilizá-lo e porque o mesmo n?o poderá deixar de adquirí-lo. - é importante deixar claro para o prospect que a venda n?o termina na aquisi??o, que ao adquirir o produto ele está dando o primeiro passo para uma excelente parceria de negócios e que o mais importante é a sua satisfa??o ao aderir o produto a ele ofertado. - é importante mostrar exemplos de clientes que ficaram satisfeitos com a aquisi??o de seus produto/servi?os, destacando como isso também poderá trazer a ele resultados positivos.

Communicating with the client and actually listening to the clients pain points and needs will help you give them the best solution. Then you can make your proposal and go through your proposal step by step with the client as to why you propose this and how it will remove the pain point.

Unfortunately this phrase creeps in more than it needs to. The VP is not just about the usual narratives. To differentiate what you are proposing, make sure you use the language and currency (not necessarily financial), that resonate with the target personas, and their motivations, business and issues.

I believe it's starts with you. What value do you bring a client. The tool, solution, product, etc. is ultimately something they need and to me, it's more about establishing trust and a relationship. The support you provide and willingness to go the extra mile is the biggest boost to the value of any item you are selling.

The key to overcoming any "objection" is to understand the why. In order to do that, we have to change the way we define "objections", and see them for what they truly are; concerns. Identifying the root cause of the concern will help you a great deal in addressing it. The best way to do that is by labeling their concern. An example: "It seems like you have a concern that the cost structure we've presented won't scale with your needs and budget in the long run." This gives them the opportunity to confirm what you just said or correct you. I would be extremely wary of creating urgency. Scarcity and FOMO tactics do not work unless it's a small ticket. On large tickets, I would rather explore the opportunity cost.

Ce qui fonctionne le mieux pour moi, c'est l'approche "sur mesure", la puissance de la personnalisation. S'adapter aux besoins spécifiques de son prospect, comprendre ses valeurs, fait vraiment la différence. C'est comme si la solution avait été con?ue rien que pour lui. Pour cela, il faut savoir écouter son client pour bien comprendre son besoin et ce qui est important pour lui, les défis uniques qu'il a et les intégrer en "fonctionnalités sur mesure". Cela va bien au-delà d'un simple achat et cela dépasse le simple "prix". C'est une véritable collaboration pour une solution ou un produit parfaitement adaptée.

Most objections aren't objections. They really just do not understand the value quite yet. Go back to the value prop and go back over their needs.

Para quebra de obje??es o importante é demonstrar ao prospect que você pode ajudá-lo de alguma forma sem desvalorizar seu produto. - Escute as obje??es de seu prospect para oferecer as possíveis solu??es dentro dos paramêtros estabelecidos. Por exemplo: apresento a proposta gerou interesse mas o prospect está inseguro. Demonstro "confian?a". Apresento o produto de forma bem explicativa e dou exemplos na prática de como ele poderá se beneficiar dele. - A obje??o é em rela??o ao financeiro é importante ver o que dar pra fazer: dividir, parcelar entre outros meios dentro das políticas da empresa. - Algo que considero importante é mostrar ao prospect que estou ali n?o somente para vender mas também para atendê-lo da melhor maneira possível.

Address their objections with empathy and understanding. Don't treat them as reasons they don't want to do business with you. Keep building trust and show you are willing to go the extra mile.

If you have followed steps 1-3 from above, then you will have layered elements of your offer in such a way, that the target personas will find it difficult to justify any variation on or to your offer. Whatever you intend to charge for whatever you are planning to sell, it will be worth the offer you make - not less.

I've been selling value my whole career. We're always at a premium price over 99% of our competition. The value is in the support, customer service, training, and all of the things most clients don't recognize in the price of the actual item. Build solid relationships and truly care about your clients. The rest will work itself out.

Articulate why your solution is a premium one and why that value that is being delivered is way more beneficial to the customer than the price. Focus on understanding the total cost of operation or ownership for the customer if they choose price over value. Be detailed and concise on how the value add helps the customer business on long term making more money or saving money.

A) I use the "Speed, Quality, Price" concept. You can choose any two but can never have all three. B) If that fails, I add the "cost of inaction/the wrong action" argument.

Ask your target personas if they want high quality, well designed innovative products or solutions to support their motivations and business, which will address and resolve many issues. If they want to work and partner with you, then you will provide them with high quality, well designed innovative products and solutions, which will all deliver business value. A lower price request or expectation does not equate to obtaining business value. Time and again, lower cost has not resulted in best value. Case in point - Look at the state of our roads. Historical price driven tendering, and the resultant low cost paid for winning these tenders resulted in low quality / lost value for the ￡s spent. Good quality and low cost are mutually exclusive.

If you have proposed to your client and you don’t know how they quantify value then you’ve already lost. Which is totally ok. It’s ok not to sell to every prospect. However, your role as a salesperson is to discover opportunities and execute them. If you have not shared the value of the product, the company, or the delivery, then I am really not sure what you’ve talked about. Your sales lead will not know how to help you either since you can’t tell them anything. It’s time to listen better, more carefully and be responsive instead of reactive. Think more in a tactical way and learn from any missed opportunities.