How to Sell on Value, Not Price

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

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