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3 Steps to Selling on Value not Price

by Kylie Pengelly (follow)
I'm a non-conformist Business Transformer, Writer & Speaker who chooses freedom over convention. www.productiveresourcing.com/welcome
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If you are willing to win your clients solely on price, you will most certainly lose them on price!

Price v Value

When your product fixes a problem or burning issue for your ideal client then price becomes less important.

Creating value is the key.

1. Identify the need you are filling or problem you are solving

You created your product or service because there was a need, so what is the problem you are solving?

What do your ideal clients wake up in a cold sweat about?

If you see yourself in the problem solving business and not the cheesy/sleazy sales business you’re half way there.

Tell your clients you have the perfect solution to that thing that’s been keeping them up at night. The next question they will ask is where do I get it and how soon can I have it?

2. Identify the Features & Benefits

It is important to know the difference between a feature and a benefit. They are certainly not the same! You need to understand if you are selling the sausage or the sizzle.

A feature is a distinctive trait or quality. What does it look like? Does it have a bell or a whistle? If it is a service, how long will it take and what will happen?

Price v Value

A benefit is an advantage or improvement gained. What will happen or change as a result of your product or service? How will your client feel and most importantly how will it solve their burning issue?

3. Create a Value based Sales Pitch

The best place to start is to ask your ideal clients about their burning issues in relation to your product or service.

This way you can match your features and benefits with great accuracy to solving their problem. Using wording that resonates with your clients is paramount.

Here’s a simple, but fun example:

Create Value

Create value by showing them the benefits.

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