One of the great areas that I work on with corporations all over the world is called value selling, or the customer value offering.
Value selling says that customers buy your value or service because they anticipate enjoying a value that they would not have in the absence of your product or service. People don't buy products, they buy the results the product will give them.
I've trained more than 2 million salespeople in 75 countries and I teach them all the same thing: Sell the value and the benefit of your product or service to your customer. Focus on explaining and expressing how it works for the customer. If you focus on the value, the price becomes less and less important. If you don't focus on value, the only thing you can talk about is price.
|What is value selling?
Now, here's the research…
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