Value
Thursday, February 4th, 2010 - 9:36 am - Sales
Everyone in sales will tell you that you need to push your value, not your price on your customers. Great, no problem, how do I do that?
Value is what makes your offering better for that client than your competitions. It isn’t always going to be the same thing. Some clients its price, some it is timeline, some it is quality, etc etc.
The only way you can know what your client finds valuable is to ask them questions, and listen to their responses. Try it sometime, it may just make a difference for you.
werd
[...] to them, so you have exclusive audience and can take their needs (by listening as per my boi @conrey discussed in his recent post on Value) and frame those needs around your service/value. SUCKY means they are getting pulled all over by [...]