“Value-added selling is about proactively taking control of the sales conversation and driving it down a path of value and away from price.” – Paul Reilly
Price becomes an issue only in the absence of value.
Value is not all about the products and services you tie to a #relationship or deal – it is every investment you are making both for the client relationship and true holistic partnership you can embark on together.
Sellers struggle to sell value because they focus on overcoming a price objection rather than building the proper foundation that prevents price objections.
Furthermore, just as sellers have a process, buyers have one, too! We cannot fit the same mold as the sellers who have come before and failed – in how we prospect, perform needs analysis and build the relationship.
Provocative, thought-provoking questions, collaborating with true long-term lens, and shifting the discussion to focus on total cost versus price will regain control of the conversation and re-center on value.
Value can be what gets you in the door and keeps you there; if the business case has been built on value, and the right business influencers are involved, you can avoid price objections altogether.