Topics Apakah nilai itu?
Sebuah pertanyaan umum yang saya dengar sepanjang waktu adalah, “Apa sebenarnya nilai itu?”
So value is a term that’s thrown out quite a bit. People talk about Added Value, Value Added, this and that but what exactly does value mean?
[accordion open=”Full Transcript”][accordion_element title=”Read More”]
So as we talk about Consultative Selling, you could almost replace Consultative Selling with Solution Selling or Value Selling. There are some subtle differences but at the end of the day we’re pretty much saying exactly the same thing.
Value Selling goes hand in hand with Consultative Selling. So what that means is, in Value Selling you need to demonstrate the value of your product or service.
This skill is so important especially if you are in Enterprise Sales, Corporate Sales or B2B Sales with big-ticket items. If you’re in major account sales, Value Selling is critical.
You need to be able to demonstrate why something costs what it does and not just say: “Here’s how much it costs.” But rather, “Here’s how much it will save you.” or “Here’s how much it will earn you.”
You need to use something called ROI Appeals in Value Selling.
What’s the return on investment? Will this help increase their profitability or their productivity?
That’s everything about value. Value is what’s most important to the customer.
People like to sell features and benefits.
So we’ve talked that features describe what a product is or does, while benefits describe how it helps and why it’s important.
That’s where the value is, that is what you’re selling.
Have you heard the expression “Beauty is in the eye of the beholder”? Value is in the eye of the beholder. It’s your job to make sure that you’re clearly communicating the right benefit, that matches what your customer is looking for.
Somewhere in that answer that’s where you’ll find value.
Now on to the next video