From the course: Asking Great Sales Questions
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Define the value
From the course: Asking Great Sales Questions
Define the value
- When you hear the word value, what comes to mind? How do you define it? How do you think your customers define it? Miriam Websters has several definitions of the word value. My favorites are relative worth, utility or importance of something. A numerical quantity that's assigned or is determined by calculation or measurement. In other words, value by your clients is generally defined as an important solution to a problem that can be measured by the fact that it costs them much less than the cost of the problem it solves. Don't miss this. Notice I didn't say it costs them much less than an alternative product. This is so important, when you sell transactionally and focus on your product, you will be compared to the price of other competing products. Your value or lack thereof will be determined almost exclusively based on your customer's reference points of other products or competitor's price. It's hard to derive…
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