From the course: How to Sell on Value, Not Price
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Speaking to your customer's emotional needs
From the course: How to Sell on Value, Not Price
Speaking to your customer's emotional needs
- Up to this point in the process, we've been focusing on solving their problems. Very black and white, very quantifiable. You have this requirement, that's been solved. You want this spec, we have it. But we're not out of the woods just yet. Price is quantifiable too. Sure, we hit the requirement and we hit the spec, but it also needs to cost a certain amount. But to really add value beyond the price, we must pull on the emotional side of things. I was once told, if you can find out what keeps a prospect up at night, then you've got the sale. Now, I'm not saying you should break into your prospect's house and see if they're asleep, and if not, ask why, but this is where the mental value lies for the prospect. We've established how to find those emotional needs in an earlier section. So let's focus on what to do with it now. It's very similar to what we've been doing with describing how our solution helps their…
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