Impact Pricing Podcast

Memecast #57: Selling Value Helps Alot

Boy, there’s no way I can completely explain this impactful insight in a brief conversation.

But understand, if we can get our salespeople to shift from talking about our features and pushing our products to instead selling the value of our products to our marketplace, our salespeople learn to talk about the problems that we’re going to solve, the results that our buyers are going to expect to achieve.

This does magic in terms of the sales cycle and the end of the sale because when we truly resonate with our buyers and their problems and hoped for results, we’re going to win more deals.

“When we truly resonate with our buyers and their problems and hoped for results, we’re going to win more deals.”

– Mark Stiving

We’re probably going to win more deals even at higher prices, which is the key point. And if buyers are truly comfortable, they’ll make decisions faster, shortening our sales cycle, and once we learn to think this way, we can look for buyers who have those problems.

Selling value seems to be this magic elixir to driving up ASP’s, revenue, and profit.

We hope you enjoyed this memecast. This impactful insight came from the book, Selling Value, which I wrote to help salespeople win more deals at higher prices. If you have any questions or feedback, please email me mark@impactpricing.com.

Now go make an impact.

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