Value

🤔 How do you create value with your clients?

💯 It was great to be back working with clients this week following my adventures in Egypt.

🎯 On Tuesday I continued working with a group of international sales people on their SPIN selling journey on behalf of Huthwaite International - the focus of this session was "exploring value" - having focused on "creating a need for change" in the previous session.

📈 It's the sellers job to build the perception of value for the aspects of their solution that the customer values.

❓ Needs payoff questions are a great way to explore and build this value - Will it help? How will it help? Where else will it help?

💯 Once you've built the client's perception of value you can talk more about your proposition.

💯 Talking about features of your solution that the customer doesn't value is a common mistake in sales because it's easy to do - you don't need to do the planning and research on your client or ask them questions you might think are awkward - which are arguably the most important parts of selling.

❓ When did you build "unexpected" value with your client and impact did this have?

#salestraining #spinselling #valuecreation 

#valueexploration