This one is the 7 of Spades from the Selling Value card deck.
It is true that when a buyer’s asking for help justifying a purchase, this is the ultimate opportunity to influence that sale.
Let’s take a step back for just a minute and think about what a customer is going through. And if you ever have the opportunity to help a buyer understand their underlying problems, what’s the value of solving those problems, you’ve become a trusted advisor. You’ve become someone that this company, this person, looks to for real information so they can make smart decisions.
Now, this is a very different decision process than, how is your product better than somebody else’s product? Instead, they’ve brought you in to help create the business case. What a great position.
And if we go to the table that I have in the Selling Value book, you’ll find that this is the beginning of the trust, or the relationship journey. Where they say to you, would you please help me answer, is this a good place for me to spend my money? Is this a good place for my budget?
“If we go to the table that I have in the Selling Value book, you’ll find that this is the beginning of the trust, or the relationship journey.”
– Mark Stiving
And if we can help them with that, not only have we helped them solve a problem they’re trying to solve, but we’ve built that trust and credibility in their eyes that no competitor could ever catch up to. So absolutely, this is the biggest opportunity you have to influence that sale.
We hope you enjoyed this example of Pricing Table Topics. What you just heard was done without a script. If you want to get better at speaking about pricing and value, grab a deck of our cards, pick a card, read the saying, and then talk for one to two minutes about what that card says. You’ll become a better speaker and expert.
If you have any questions or feedback, please email me, [email protected].
Now, go make an impact.
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