Fighting Commoditization by Adding Value in Everything You Do
This entry was posted on March 29, 2006 3:19 PM and is filed under Business - Sales and Customer Service.
Start by working with your prospects to prioritize their stated goals. Ask questions to elicit the importance of solving any given problem your prospect wants to solve. Help them place a value on solving the problem; and illustrate the consequences if they don’t solve it.
What will they gain by solving the problem? What will they lose if they don’t? How well does your solution achieve their desired outcomes? If it gets the job done, you’ve got a good fit. The price becomes secondary to the value realized in a successful outcome.
Focus your prospects’ attention on the problem. Prioritize and place value on solving the problem. Propose your solution to the problem. Price your solution based on the value it delivers. Add value by delivering expectation-exceeding customer service after the sale.
Happy selling!
Pat Hassett
