Critical Sales Secrets – Let them discover your value
November 23, 2015
By Jerry Bellune
What happens if you tell your prospect about your value?
They may not see this as a benefit to them.
They may not believe a single word you say.
How can they tell if you are even who you say you are?
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What if they tell you how much pain they feel?
What if they tell you what it means to solve them?
Won’t they see your solutions will benefit them?
The difference? They told you (and themselves) the value.
How do you get them to do this? By asking:
• What is your greatest pain (or problem) right now?
• What have you done to solve it? How did that work?
• If we solve it, how will that make you feel?
• To solve it, are they willing to do what you recommend?
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This is the bedside manner great doctors develop.
We call it the Prospect Value Conversation.
It carries such value that they actually thank you.
They even look forward to more such conversations.
No one ever asked your prospect such powerful questions.
No one helped clarify a problem and what it costs them.
This sort of clarity carries great value to your prospects.
They will see that you have valuable insights and skills.
They will want to talk more with you about other pains.
They will see a relationship with you is highly valuable.
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Now add your value to your prospects’ value.
Let your prospect tell the value of solving their problem.
They will then be receptive to listening more to you.
They will appreciate the additional value you can add.
They have sold themselves to act to solve their problems.
They see the added value you can bring to them.
It’s easier for them to justify buying what you offer.
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When you ask the right questions, your prospects:
• Think through their problems and costs to them.
• See true value in solving their pains and problem.
• See the value of discussing them with you.
• Appreciate you listening to them without trying to sell.
• See the value in having a relationship with you.
• You become a valued ally and expert in their eyes.
• They add value to what they have told themselves.
• They are ready to justify a buying decision.
• They make this decision based on value — not price.
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Next: The two strongest motivators
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Want to share this with a friend? Be my guest.
We only ask that you tell them where it came from.
Invite them to send me their email address.
They can reach me at [email protected]
I’ll email this strategy letter to them each week.
©2015 The Bellune Company, Inc.
Neither MidlandsBiz.com nor The Bellune Company, Inc. makes any warranty as to the results that may be achieved from using this information. ©2015 The Bellune Company, Inc. All rights reserved. Requests for permission to reprint or circulate may be obtained by emailing [email protected]
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