High Value Sales - Are You Adding Enough Value Before You Ask for the Sale?
How do you feel about sales?
If the idea of making sales calls or selling your services leaves you feeling cold, then you might be doing it wrong.http://digitalinfluence.com.au/5-levels-of-value-delivery/
A great sales process is about building value, not getting to the close. Once the value outweighs the cost, people want to buy - they don't need to be tricked, fast-talked or pushed.
If you are struggling with your sales, take a step back and ask yourself "Am I adding enough value before I ask for the sale?".
The main reason sales feels icky is that you haven't added enough value before you get to the pointy end of the sales process.
How do I add Value, and What sort of value should I add?
What sort of value should you add? That depends on what your buyer's want and need!
But one key insight I want to share is that the type of value your clients are looking for varies dramatically through their buying journey. Learn all about it in this article and video.
Think about your own experiences when considering the purchase of a high value product or service, such as buying a car, business coaching or a house.
At first, you don't really know much about buying that product or service, even if you've used it before or heard about it a lot. Buying something is very different to needing it or using it - we need to learn how to buy. With many high value services, you might not even know what you need.
As you start to learn about the product and how it can help you, you start getting excited that it could be a good match.
Going further, you realise you need to learn a lot more to make a good buying decision, you need to get educated about the product or service.
Next, you'll want to compare different options and work out which one is the best fit for you.
It's only at this point that you are ready to make a buying decision.
Are you supporting your clients on their buying journey?http://digitalinfluence.com.au/5-levels-of-value-delivery/