Thougthful Thursdays - Sell The Value To Make The Sale

You have probably heard it before: "Price is what you pay, value is what you get". Well stated by Warren Buffett and very true.

The difference between price and value, the added value, is the benefit to your customer. Knowing what business you are in will help you determine the benefits you bring to the table, and it is the benefits that create the value in your products/services. The benefits or added value answers the customer question, "What's in it for me?"

In preparation for the next time someone asks what business you are in, list the key features of your products/services and ask yourself: "So what?" Answering this question will lead you to the benefits. Be prepared to ask yourself more than once to get to the real benefits.

Good selling,
Richard