Sell the differentiation of value, not the price!

Extraordinary sales professionals sell more than their products. They realize that the buyer today is more informed than ever before.

Information used to be one of the critical differentiators that the sales professional brought to the sale. Today that information has already been studied by the prospect, through the pre-product release. The sales prospect is likely to know more about the product than the salesperson! 

The salesperson is the medium by which the sales message is communicated. The medium is the message. The quality of the offering is defined to a great extent by the quality of the salesperson. It follows that basics range from appearance, neatness, ability to meet schedules, timeliness, and message usefulness. 

It goes beyond that to new areas of expertise. There is a new role for sales professionals. They must help the customer examine the status quo and the workarounds that have been created to become their norms. All systems are open to improvements. When a salesperson is allowed to partner with a prospect they truly become consultative, values-based providers.

Just about every winning sales strategy is developed based on value, not cost or price. The Mona Lisa is only one example that can be used to demonstrate that there is no relationship between cost, price, and value. The cost of materials to paint this masterpiece would be under $25 today. Less than Leonardo da Vinci paid for supplies.

The value is so high today that it is priceless.