Скачать или смотреть Sales Tip: Crack the Code on Building Value from Products and Services

http://www.blitzmasters.com Welcome to another episode of Coffee Coaching with Andrea Sittig-Rolf, CEO of BlitzMasters and creator of the Blitz Experience. Your selling value versus your selling price is the age old question for many sales professionals.


The key to success in building value from your products and services lies in asking the right questions at the beginning of the sales process to gather the information that points to the decision-making criteria of your prospects. By asking open ended questions, you allow your prospect to do the talking and tell you what his or her hot button issues are.

As an example, think of a prospect who mentions that he went through a lot of pain with a previous company. If he later shoots down your deal for being too expensive, you can remind him of the painful process of working with a cheaper company.

Plus, once you build the value of your product or service by sharing success stories of previous clients, price may no longer be a factor.

Once you build value, you can show that your company can be preferable over competitors. Thanks for watching and be sure to check out our other episodes of Coffee Coaching.