How to Sell on Value, Not Price

Offered By: LinkedIn Learning

Tags

Emotional Intelligence Courses Pricing Strategy Courses Business Communication Courses Customer Needs Analysis Courses

Course Description

Overview

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Learn how to sell by bringing value to your customers, rather than just trying to offer the lowest price point.

Syllabus

Introduction

Selling on value, not price
What is value?

1. Gather Customer Requirements

Establishing the customer's situation
Understanding your customer's emotional needs
The difference between wants and needs
Confirming the customer budget

2. Educate the Customer

Educating the customer
Speaking to your customer's situation
Selling to your customer's needs

3. Link Value to Needs

Solving customer problems
Speaking to your customer's emotional needs
Removing obstacles

4. Focus on Benefits

Features, advantages, and benefits explained
Converting features into benefits
Linking benefits to needs

Conclusion

Adding value in negotiations
Next steps

Taught by

Miles Croft

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