Extract Value to WIN more Business

Value is in the eyes of the beholder, but how do we establish our offer as so valuable the merchant "would feel stupid saying no"?

An example of in the picture below is how to win more business.

Knowing all the prospects history, future wants and pains is most important to what they see in value.

Losing a cash discount sale sucks but from the limited information from this post it could have been saved if the beginning salesman had a good understanding of their business, where their is opportunities, where their fears lie and most importantly past experiences(how those past good or bad times shape their decision making).

Leading questions?and be quiet is key to find out where the real hesitancy is in making a decision.

Ex:?Have you bought a POS before?

How was your experience getting setup with {current Pos}?

What is your favorite thing about you current POS?

If you can make your POS do one thing better what would it be?

Than after getting them to tell you their true hesitancy's

Restate their concerns?so they know your listening(people tend to want to do business with people they know like a trust and its easier to like someone or trust them if they think you have their best interest at heart)

Ex:?So what I am hearing is you know you need to upgrade your POS, but last time you installed a POS the training was awful and so was customer service so it kept the business from functioning well for a week, is that right?

Social Proof with a story?so they understand that you are not the same company and you care about them getting started.

Ex: Well customer service is something that we actually take pride in... When installing Sam's new POS at pizza unlimited around the corner, I was in there 5 hours before they opened getting the hardware and POS all hooked up so we could get the staff training done before the shift started, and with all my customers I will be around the whole day for questions and help if needed. So even though our system is done for you (we load the menu and install it etc) we as a company want to know that your more than satisfied.