The real value of what you offer is likely not in the products or services you provide or even the price. The real value is what you offer your customers and clients that your competitors don’t. Finding that value is essential to increasing your sales and growing your business.
Most of What You Offer Isn’t Your Value
It’s basic sales knowledge that you need to demonstrate your value to your prospective clients to make sales. It’s why you hear things like “features over benefits”. You need to show your prospective buyers that what you sell will meet their needs, ease their pain and provide the best value.
Unfortunately, most sales professionals go about demonstrating their value all wrong. They focus their attention on the areas where what they offer—the actual product or service or price—overlaps what their competitors’ offer. This is what we call the “parity area.” And this area of overlap—where you and your competitors are virtually indistinguishable—accounts for about 70% of your talking points.
To find your value, you need to find that 30%—the area where you stand alone, apart from your competition.
Your True Value
Finding your true value requires some creativity and out-of-the-box thinking. However, your value must be more than the product of imagination.
True value to your customers must be:
- Unique to you
Novelty gives rise to value. So, part of your Click to read more →