Value-Based Selling

“Price is what you pay. Value is what you get.” — Warren Buffett

Key Ideas:

• Value-Based Selling is the process of understanding and reinforcing the reasons why your offer is valuable to the purchaser.
• Though Value-Based Selling, you increase the likelihood of a transaction as well as the price the purchaser is willing to pay.
• Value-Based Selling is about listening, not talking. By asking your prospects what they need, you:
  
  
  • Increase the prospect’s confidence in you and your understanding of the situation.
  • Discover information that will help you emphasize how valuable your offer is, and how to Frame your price appropriately.
• Discover how, why and how much your offer will benefit the customer, and you’ll be able to connect more effectively, and ultimately land more sales.

Questions for Consideration:

• Why is this purchase in the customer’s best interest?
• If your prospective customer purchasers your offer, how will they benefit?
• How can you frame your offer’s price as a small fraction of the value they’ll receive?