Thoughtful Thursdays - Once More On Value

I think people get tired of me going on and on about how critical it is to establish the value you and your product and/or service brings or will bring to your customer or prospect.

Over the years I have been involved in sales, and helping people to sell, value is a constant I can count on to be a key point in most sales discussions. Value can be found in many different forms; and once established, communicated and understood can be very rewarding to the seller as well.

In a meeting this week with a client we discussed the fact that he had achieved his August forecast and was looking forward to exceeding his sales expectations for the month. He described a situation of how one of his customers came to choose his company over his competition.

They were impressed with his knowledge, the fact that he listened to their concerns, and answered all their questions before offering any advice or attempting to close the sale. Apparently the competitors were not as willing to take the time to make the prospect feel comfortable about engaging their services.

The value to the customer in this case was the confidence my client was able to gain over his competition during the early stages of the sales process. They trusted him.

The resulting value to my client is a customer that will be using his services again and recommending his business to their friends and colleagues.

It doesn't it get any better than that.

Good selling,
Richard