How to Sell on Value, Not Price

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36:06

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01 - Introduction

01 - Selling on value, not price.mp4

01:29

02 - What is value.mp4

01:31

02 - 1. Gather Customer Requirements

03 - Establishing the customers situation.mp4

01:35

04 - Understanding your customers emotional needs.mp4

02:09

05 - The difference between wants and needs.mp4

02:07

06 - Confirming the customer budget.mp4

01:35

03 - 2. Educate the Customer

07 - Educating the customer.mp4

02:15

08 - Speaking to your customers situation.mp4

03:04

09 - Selling to your customers needs.mp4

02:01

04 - 3. Link Value to Needs

10 - Solving customer problems.mp4

02:43

11 - Speaking to your customers emotional needs.mp4

03:13

12 - Removing obstacles.mp4

02:31

05 - 4. Focus on Benefits

13 - Features, advantages, and benefits explained.mp4

02:11

14 - Converting features into benefits.mp4

02:13

15 - Linking benefits to needs.mp4

02:08

06 - Conclusion

16 - Adding value in negotiations.mp4

01:49

17 - Next steps.mp4

01:32

Description

Selling a product by being the cheapest is easy, but it won't bring the revenue you need to grow and is likely to leave your customers with buyer's remorse. Selling a product with the focus on adding value is harder, but it results in a fair sale price and a much happier customer. It’s clear that you need to sell on value if you want to have a successful and sustainable sales career.

In this course, prospecting coach and sales expert Miles Croft shares his step-by-step methodology for ensuring you're always communicating value to your customer. Miles covers the entire sales process, from gathering customer requirements to always discussing benefits, rather than features. This informative and practical course can help you close more deals, for a fair price, with happy customers.

This course was created by Miles Croft. We are pleased to host this training in our library.

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