My favorite formula is Value

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Why is value emotional?
Because customers understand that value is the result they will receive, and customers nearly always buy when they see substantial benefits.


When the benefits outweigh the cost, the result is value. Value is the most important thing you can offer.

The goal for every salesperson should be to present benefits.

This approach prevents the discussion from belize telegram data turning into one that is based simply on cost.

Because if there are no benefits, there’s no value and no cost will be low enough to make the sale.

Before every sales appointment, make a quick list of the potential benefits you might offer to this prospect.

Dig deep to get beyond the obvious benefits you offer, such as a big and reliable brand name, solid customer service, and the like.

Find out something about your prospective client that will lead to deeper and more unique benefit conversations.

When you meet, use this information and then ask, “when it comes to investing in , what’s most important to you?”

Whatever the customer’s response is, that’s where you want to focus, because it’s where they put the highest value.

Align your solution to what’s most important to them and you will be able to show the value and benefits you deliver.

What we need to realize is that value is in the eyes of the beholder – the customer.

And each of the four personalities view value differently.

For example, Blues value safety, security, great service and quality.