So many people in the sales world that I come in contact with tell me that they always sell on value. When I have a conversation with them days, weeks, or months later, they inform me that their sales production is awful because their pricing is terrible. I always smile.
People who can't sell because their pricing is awful are selling on price rather than value. They haven't discovered how to position themselves in the value based economy.
That's our focus this week. Buckle up, because I'm mostly sure that I will make you mad at some point.
Do you prefer physical gifts or experiences when someone gives you a present? Stats show that the kids these days largely prefer experiences, and I'm with them. I love the experiences that I can enjoy with others or even alone. I can't really use another pair of shoes, but I can certainly enjoy a concert.
People who buy from you can be broken down in a similar fashion. There are plenty of people who fit the "save 15% in 15 minutes" mindset that is so prevalent on TV ads during football games. So much so it can become hard to imagine that there are people actually focused on the value of what they receive.
Do you know how to find these elusive creatures who prefer value? Here's a hint. They are likely not in your local Wal-Mart. This week on The Porch, we are going deep into the heart of how to find these people and communicate with them. Maybe then, you too can sell on value and not only on price.
It's time to learn. Again.
So gather round and pour the coffee. It's time to learn. Again.
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