This one is the 10 of Clubs from the Selling Value card deck.
Yes, a value conversation is a great way to build a relationship with your customers, with your buyers.
Face it, your buyer probably hasn’t put together a business case for what it is they’re trying to buy. And yet, it makes a lot of sense for them to have one. It gives them more confidence, they’re making the right decision. It gives them the ability to sell up in the organization in case they have to convince someone else to give them the resources. It provides the justification inside the company that they’re doing a good thing for the company.
“If you can help your buyer write that business case, and that’s exactly what selling value means, then you are truly helping the buyer.”
– Mark Stiving
And so, they really want to create a business case. But they probably haven’t done it because they didn’t think about it. They don’t really know how.
If you can help your buyer write that business case, and that’s exactly what selling value means, then you are truly helping the buyer. You’re adding a lot of value to that buyer’s decision process, to their career, to their prestige inside the organization.
Having a value conversation not only helps you understand how much value there is in that situation, but it helps you build the stronger relationship with your buyers.
So, have value conversations. They truly demonstrate that you care about your buyer.
We hope you enjoy this example of Pricing Table Topics. If you want to get better at speaking, especially about pricing and value, grab a deck of our cards. Pull a random card and read the saying. Then talk for one to two minutes about what that card says.
If you have any questions or feedback, please email me, [email protected].
Now, go make an impact.
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