How can you communicate the value of your product or service with confidence?

Picture this: You're not just selling a product or service; you're handing out tickets to a thrilling experience. It's not about pushing stuff; it's about inviting them to a party where your thing is the VIP guest. Storytime Magic: Share stories of how your product transformed someone's life. Paint a vivid picture – it's not just a gadget; it's the superhero cape for their daily challenges. Show and Tell: Don't just talk – show! A sneak peek into how your product works, a behind-the-scenes tour, or a quick demo. Let them see the magic unfold. FOMO Fuel: Awaken the Fear of Missing Out (FOMO). This isn't just a purchase; it's an exclusive club membership with perks they can't resist.

It's all about value. And once you've established the value, you need to communicate it with energy, passion, and vigor. In many of the Sales Game Changers Podcasts I've conducted with sales leaders around the globe, passion and energy come up frequently. I used to think that belied the product or service's true value, but I've come to learn that I was wrong. Have energy! Be passionate. Take your passion...and make it happen!

Put yourself in your customer’s shoes and try to get to know them and their drivers. Try to understand their business and ask questions and LISTEN then THINK and try to find intersects between your offerings and their desired business outcomes. Remember you are trying to embark on a journey with them where they should see you as a partner and not a supplier so don’t try to make it an event.

First step to communicate with confidence begins with understanding your customer. A clear understanding of your customer's needs enables you to articulate your product effectively. This also helps you in streamlining your message by focusing on most crucial features designed to address the customer's pain points, rather than attempting to communicate every feature of your product or service. Equally significant is conveying confidence and trust in the product or service we offer with some evidence. This not only helps customers understand our passion but also provides them insight into our vision for the product or service, fostering a deeper connection and trust in our offerings.

Regardez votre produit à travers la lentille de votre prospect. Comprenez comment il per?oit le monde, quelles sont ses ambitions, ses aspirations, ses ennemis et ses obstacles. Reconnaissants que chacun est le héros de sa propre histoire, la meilleure fa?on de communiquer la valeur de votre produit est de comprendre comment il peut enrichir la vie de notre Héros. Une fois que vous avez bien saisi, voire ressenti, les besoins et attentes de notre héros, la manière de lui communiquer ces avantages devrait se dérouler devant vous naturellement , presque comme par magie .

After you know your prospect, it’s time to do some in-depth discovery. The more you can dig in and find pain points, the further along you will be once you highlight the benefits of your product tailored to your-made for them. So many salespeople focus on the “cool” features of a product, but those features may mean nothing to one person and everything to the next. The only way to find out which features mean the most are the ones that benefit them, and that’s found by doing a proper, in-depth discovery.

When we are in front of a customer, everyone understands what we are there to do, sell our products and services. We are expected to be knowledgeable about them. Sell your customer on your company and the people that work with you, that will stand behind what you are selling. Use terms like "We and our team" when speaking. That in itself will bring a lot of value. Speak passionately, products in any given industry are going to be similar. What can really differentiate is the support and the team behind them becoming the best feature of all.

Knowing your customer and being dialed in to their priorities and values enhances your ability to promote your product or service through the lens of your customers value system. If the customer’s priority is time savings, the product or service can be initially presented in terms of how it will enhance the customers life and business by saving time. The additional product benefits (cost savings, efficiency, etc) further enhance the customer benefit by contributing to its overall value.

As we are emotional creatures its important to focus on benefits and link it with feelings and events to bond with the customers and grab their attentions rather than stating features of the product

Um dem Kunden den Wert eines Produktes mitzuteilen ist es wichtig dem Grundsatz: ?what is in for me“ zu folgen. Wenn der Kunde den Nutzen des Produktes nicht kennt, kennt er auch den Wert nicht. Das Ergebnis ist ein Kunde der nicht kauft, oder Rabatte haben will. In einem guten Verkaufsgespr?ch konzentriert sich der Verk?ufer also immer darauf den Produkt-NUTZEN und nicht die Produkt-Merkmale zu kommunizieren.

People have jargon thrown at them all the time; there’s no need to add to it with your sales pitch. The more clearly you can educate your prospect on the product you sell, the better. Simple words actually work the best, and it’s not worth trying to impress the prospect with big words if they don’t even understand what you’re talking about in the first place. Meet the prospect where they’re at, and you win.

As a foundation, business strategy needs to be set up, includes what product or service to offer, business format, how you want to deliver ur product, and price. Then follows marketing strategy, after figuring out the target audience (customer profiling, customer segmentation) and how to reach out to them (channels to send a message about a product and how to make it accessible for them to obtain). After that, comes branding strategy to be built, tone of voice, colors, logo, staff uniform, sometimes even the gender of the business which makes ur so called "brand" relevant to target audience. And finally, communications strategy, how you want talk about your product, to whom and where, branding partially covers it, as colors, slogan and etc.

As you talk to your target consumer, you want to make sure that your product value proposition is clearly articulated - your messaging must be focused, simple, and clear in order to resonate with your target consumer. In other words tell your consumers what they would like to hear, only make sure that your product fullfills the promise; that will be key to build brand trust and equity and maximize consumer lifetime value

The value statement is fact finding to the customers needs. Never sell as a agent provide products that fit the clients needs with service that is second to none.

N?o deixe subentendido, fale com clareza. Na era da chuva de informa??es que recebemos todos os dias, n?o cabe mais a enrola??o. O tempo é curto, a concorrência é grande e os compromissos dos clientes cada vez mais lotam suas agendas. Treinar as frases de impacto previamente do seu discurso e estar atento as rea??es do cliente fazem-nos ter uma comunica??o muito mais assertiva, uma vez que o cliente emite inúmeros sinais, também através de PNL, se está acompanhando seus pensamentos e gostando do que está sendo dito. Esta conversa deve ser organica, concisa e clara.

Objections are genuine concerns that prospects have regarding the product. One has to be prepared of "objections" to come their way when explaining the benefit and value to a prospect. After a couple of conversations, you can make out the common objections / questions that come up in discussions. Trying to see an objection as a genuine concern usually helps me in meetings. "If I were them, would I have the same concern? If so, what would I want as a solution?"

By having a deep understanding of your end user, this way you can communicate with confidence. Continually communicating with them to see how their expectations, circumstances and needs have changed.

The best way to anticipate objections is to cover all your basis with a proper discovery. The more you can figure out and uncover pain points, the easier it will be to have a great response to their objection. It’s not just about having a witty answer, it’s also about having their pain points in your back pocket so you can pull them out when needed. Your product should be the band-aid and the salve they need, and if they have an objection it can be easy to overcome if the discovery was done well.

Objections are the best way to show how engaged the audience are. This provides us a leverage to showcase how our services and products could address the pain points. If we do this properly with actionable insights, there is a high chance we could get their hearts and win them.

Obje??es s?o uma oportunidade para entender melhor as necessidades do cliente. Ou?a atentamente. A primeira coisa a fazer é ouvir. Reconhe?a a obje??o. Forne?a uma resposta relevante e confiável. Em seguida demonstre o valor do seu produto ou servi?o. Use perguntas, exemplos ou depoimentos. Perguntas, exemplos e depoimentos s?o uma ótima maneira de rebater obje??es. se o cliente potencial estiver preocupado com o pre?o, você pode perguntar: "Você sabe quanto dinheiro você está perdendo por n?o usar nosso produto ou servi?o?" Ou, se o cliente potencial estiver preocupado com a qualidade, você pode dar um exemplo de como seu produto ou servi?o ajudou outro cliente a resolver um problema semelhante.

Always ask for feedback and follow up with your custo.er afterwards. Don't be afraid to ask gor the order from your customer. Use a consultative approach and let your customer know that you are there to make His/Her/Their life easier.

Communication is key. The more feedback you can ask for during the sales process, the easier is it to know that everyone is on the same page. The last thing you want to have happen is a surprise right before signing the dotted line. Make sure all channels know what’s going on in the sales process, and they will alleviate the possibility of a communication breakdown in the future.

I think the answer is simple in itself. If you truly see value in what you are offering, you won’t have any issues communicating it clearly with not only the attributes of the products but also the company you represent. Love what you and who you do it with and it will speak for itself.

Conveying value goes beyond the product launch, but also each step in the journey. The best way for customers to feel heard is by involving them in the feedback process. Customers want to know you prioritize them and their needs and are willing to make adjustments based on their feedback. This will not only show you’re serious about providing value but that you care about your customers. This type of perception will pay dividends and create brand evangelists who will spread the word to others.

Após solicitar feedback e incentivar a a??o, é prudente implementar um plano estratégico de acompanhamento e isso envolve comunica??o personalizada, por meio de e-mails personalizados ou conteúdo direcionado, por exemplo, abordando preocupa??es específicas ou dúvidas levantadas durante o processo de feedback. é o que demonstra comprometimento em lidar com necessidades individuais e consequentemente solidifica ainda mais a confian?a estabelecida, guiando seus prospects de maneira eficaz em dire??o à a??o desejada.

To truly stand out you are going to have to show how your solution fits in with the bigger picture. Here are three things that I keep front of mind for this. 1. The company's values. Mentioning how your solution ties into your prospects values will go a long way in getting C-suite buy in. 2. The company's initiatives. Your solution likely won't meet their initiatives completely but people understand that the needle moves little by little. 3. Connect the dots. Help the prospect see the root cause of their problems, not the symptoms. This will shift the prospects view of you as a vendor to that of being a partner.

Tell the truth!!!! If you communicate the pros (and cons when necessary) you will gain the complete trust of your clients. They will feel confident that you are dependable and honest. I was so transparent with one big client in particular, he allowed me to write his monthly $50K orders on my own. :)

To start, Never sell or offer either products or services. What you offer is confidence. In yourself as a representative, in the product or service that you represent. In the fact that pricing will be fair and thought out. That you will deliver on what you promise and that you will always have your customers interest at heart. That you represent the customer inside your company and will protect their interest the same way you represent your company when meeting with your customers. That your intent is not to sell something but to answer a need that the customer has. It’s been my approach to the commercial side of all businesses that I’ve worked for and so far, it’s been working pretty well.

Don’t be too “hungry” or “thirsty.” Believe in your product and showcase that you have the best solution. There is no need to force solutions.

In my experience, customers/prospects are looking for a "trusted advisor", so be that person to them if you wish to maintain a solid partnership relationship. Be the person who drives value, solves problems, and knows your prospects/customers problems. Also, being willing to say, we are not the solution you need is a key towards building that trusted advisor status for them. They will thank you for the candor and look for you to solve other problems again and again.