Speaking of value We hate to pay for service we don’t value.

Let’s face it, sometimes we simply don’t understand what the value is...

Yet, it is never our fault when we misunderstand what the real value is.

It is the responsibility of the service provider to address what the values and benefits are in the service he/she are offering (trying to sell).

Many of us here on LinkedIn provide services.

We should never assume that our explanations are always understood.

I found that one of the persuasive methods, is to let them compare the information we give them to the information they know about the same service.?Would it always work right on the spot??Not always though… However, it has an impact that can work for our benefit.

For example, I help manufacturers of lifestyle products to penetrate the US retail market through unique model.?One of the benefits of this model is the fast turnaround from start to readiness for sale.?

People perception is that such process takes months and sometime more than a year.

My model assures readiness for sales, in VERY QUICK turnaround, sometimes, in two weeks only.?14 Days!

I know that I might face feeling of uncertainty from some of my counterparts. I am ready for that an accept it. They are questioning the unusual quickness in getting their products to the market. I have to explain that thoroughly enough.?My approach is based on two phases presentation:

1)??????The trigger.

2)?????The model.

• The trigger is MY PROMISE – to get things fast for them.?Despite the uncertainty in most cases to such unusual speed, it still creates curiosity and interest (how the hell you do that??or how the hell you have the guts to even promise that?). They still want to hear, learn, compare and decide.?

When we have service that is promising and exceptional, I suggest to glorify the promise.?Make it standout.?I know it is ambitious but when we have something special, unique and different to offer, just offer it at its best.??

• The model is thoroughly explained:?what the process is and what the outcome is.?

+The process includes:

*The steps and how they are executed.

**What the resources that are needed.

***What my counterpart’s responsibility is and what my responsibility is (while keep a minimum balance of 20% 80% meaning, he/she does as much as 20% of the process and I do the rest.?Don’t forget, we work for them and they don’t work for us).

+The outcome has two major parts:

*What the immediate results of the process are.

**With vision toward the future- how will these results grow to a greater success (I make sure to support it with data and facts I CREATED and EXPERIENCED).

We eager to create differentiation.

When we have it we should show the same eagerness to address that effectively.

Show respect to uncertainty and disbelieves.

Explain them and support your explanations, preferably with your own data and experience. That's the most effective way to turn disbelieve to trust.

Have a wonderful weekend ahead.