This one is the 7 of Diamonds from the Selling Value card deck.
So, when you talk to your buyers about value, they do shift the way they think from spending on an expense toward investing. Because typically when you or anyone is shopping for something, we’re thinking, how much do I have to pay and what are the features that I’m going to get? And we stop thinking about the value of what it is that we’re buying.
And if we have the opportunity to help our buyers understand, hey, when you go solve this problem, what’s the value of solving that problem? So maybe, yeah, you’re going to pay me a lot of money, but think about all the money you’re going to make in additional profit because of the fact that you bought an implemented and used my product.
“Talk about value way more than we talk about features and price.”
– Mark Stiving
And if we can get them focused on the value, they become a little bit less price sensitive and they trust us and like us even more. So, my recommendation is, talk about value way more than we talk about features and price.
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, 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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