Stop closing sales and start providing value, or lose to price.
Jeffrey Gitomer
![Jeffrey Gitomer]()
Jeffrey Gitomer
King of Sales | International Sales Trainer and Keynote Speaker | Best-Selling Author | Sales Strategies ?
Think about it. Is it more powerful for you to ask for the sale, or for the customer to want to buy? Is it more powerful for you to ask for the sale, or for the customer to ask, "When can we get started?"
Your big question at this moment is, "OK, how do I do that?"
VALUE is a combination of what you offer that you perceive is in favor of the prospective customer, combined with what the prospective customer actually perceives is in favor of them. Sometimes those are two very different perceptions.
What is your "value proposition?" Do you even have one? What are you saying to a prospect that goes beyond what you do and how you do it and what your product or service is, and how it works? Hard question. Harder answer.
BE AWARE: There are 10.5 key areas where value can be perceived:
Ingeniero, VentasB2B/B2C, Técnico Comercial, Comercio Exterior, Coordinador, Técnico de Ofertas, Investigación y Desarrollo de Mercados, redactor de contenidos, Autor de la serie de libros ??"Pensamientos Vendedores"??
7 年The tiger's value is in his eyes...
Realtor
7 年Too many sales people get wrapped up in the price game, they allow the customer to take control of the sales process. When you build value then price becomes less of an issue.
Dynamic and results-driven sales leader with extensive experience in leading and developing high-performing teams across various industries | Inspirational Leader | Father | Blacksmith
7 年It's the value equation... If the cost of not solving the problem out weighs the cost of the solution... then you have the basis of a great sale!
Sales I Business Development Consultant I B2B I CPG I Co-Manufacturing I Own Brand I Private Label Expert I Partner for Co-Manufacturing and Private Label Solutions I Packaging Enclosure Solutions: Tirrit.co.uk
7 年Amen!