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Why Value is Key for All Decisions #456
From the buyers point of view, all sellers look alike. That’s why price is one of the first things buyers mention. But here’s a selling secret for you, it’s not what they truly want. What they want is alleviating some pain or making reality a noble aspiration. Have you heard the old tale for the want of a nail the kingdom was lost? The same is true when selling. When a seller fails to know the value desired by the buyer they disrupt the Taoist wu-wei of frictionless selling. Value is what matters and it trumps all decision making. When you can show value that the buyer wants, the sale is easy-peasy and that’s the topic for today.
Today’s Chapter: Value is Key
The market doesn’t take sides
It prefers neither you nor your competition.
The buyer doesn’t takes sides
They regard all vendors as a commodities
The space between the market and sellers
Is an open doorway
Empty, yet Sellers can enter
Opening and closing it produces opportunities.
Assuming hastens failure
Check your ego
Awake to the value you provide
Today’s Story
At their weekly one-on-one Pat asked Chris about a specific deal in the pipeline. Chris answered, “I don’t think we’re going to get it”. Pat was surprised “Really I thought it was a done deal”.
Chris sighed “I know I know. I did everything I could to build a relationship. I’ve been patient and listened and done everything right and they appreciate all I’ve done. But this is the thing. We don’t have the Fulltrack service. It’s a deal breaker.”
Chris paused and then moaned “I thought people bought from people they know like and trust!”
Not if you can’t give the value they want” quipped Pat “Did you show them our SemiTrack functionality? It provides 80% of the value of FullTrack. That might be enough. What exactly do they want?”
There was a long pause.
“I’m not sure” said Chris “I never asked that pointed of question”.
“Well” said Pat “You better fo call them right now. Most of our clients are happy with the Semitrack. Talk value and turn this deal around”.
Take Action Quote
It’s the sellers responsibility to discern they buyers wants from needs. If it’s a want, there are multiple ways you can overcome the objection. But if it’s a need, no amount of selling is going to crack open their checkbook. Unfortunately many sellers don’t fully understand the value their own products and services provide. It’s up to us to explain things in plain language. The best explanation speaks to the Value we bring. Roy Disney (cofounder of Disney Studios with his brother Walt) once said.
“When your values are clear to you, making decisions becomes easier.”
That says it all, right?
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.
This is a production of Habanero Media https://habaneromedia.net
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