Use Value Based Selling In Your Small Business Whenever Possible

Price is what you pay. Value is what you get. Master the art of making your value offer appear much greater than your asking price, in your customer's mind and emotions, and you will close a lot more sales. This is not manipulation. People are not stupid. What we are talking about here is truly understanding the value your customer will get from your product, and then framing and positioning that value to them so that they can clearly see it and understand that the price you are asking for is much lower than the value they will get. It is not about convincing; it is about demonstrating.

Hw do you do this?

First, listen carefully and closely to the buyer. Ask them plenty of relevant questions and listen more than you speak. Understand what is in their best interests. Think of yourself as a consultant, and to be a good consultant, you have to first understand what they wish to achieve, what their best interests are, what is truly best for them, and so on. Understand what they want, their hopes and dreams, the pain the wish to avoid, the pleasure they seek.

Next, using the information you have already gathered, understand how they will benefit from your offer. How does your product help them achieve what they truly want? How is your product truly in their best interests? How does it help them avoid the pain they wish to avoid, and get the pleasure that they seek?

After you understand all that, educate your customers and help them become better, more informed customers. Show them what you have understood. Frame your product and offer appropriately so it communicates all that. Position your offer considering what you have discovered. Frame your offer appropriately and show how it is a small price to pay for the great value they receive. Once they see the value they are getting, and see it clearly, and see how it fits with all their conce
s and dreams and wishes, you can then safely show them how much that value is worth, and how little your price is compared to that value.

That is value-based selling.