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5 Value Hurdles - Sales Influence Podcast - SIP 560

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Manage episode 478684595 series 1242556
Content provided by Victor Antonio. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Victor Antonio or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://staging.podcastplayer.com/legal.
Value Positioning and Articulation
  1. 🎯 Positioning value involves putting customers in the scene and situation where they can feel the pain of not having your product, rather than simply listing features.
  2. 💡 To sell value effectively, one must know, believe in, prove, articulate, and position the value correctly within the customer's context and situation.
  3. 🚩 When a customer asks for a discount, it's a signal that you've failed to articulate and position the value of your product, not that the price is too high.
Customer Decision-Making
  1. 🧠 Customers often rely on default rules (heuristics) like "heavy equals quality" or "long line equals good restaurant" to make quick decisions without deep thought.
Effective Sales Techniques
  1. ⏱️ To position value, tie together articulation values (e.g., "repair within 30-40 minutes") with the customer's situation (e.g., "what happens if this unit goes down during lunch?") to make them consider potential negative outcomes.
  continue reading

636 episodes

Artwork
iconShare
 
Manage episode 478684595 series 1242556
Content provided by Victor Antonio. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Victor Antonio or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://staging.podcastplayer.com/legal.
Value Positioning and Articulation
  1. 🎯 Positioning value involves putting customers in the scene and situation where they can feel the pain of not having your product, rather than simply listing features.
  2. 💡 To sell value effectively, one must know, believe in, prove, articulate, and position the value correctly within the customer's context and situation.
  3. 🚩 When a customer asks for a discount, it's a signal that you've failed to articulate and position the value of your product, not that the price is too high.
Customer Decision-Making
  1. 🧠 Customers often rely on default rules (heuristics) like "heavy equals quality" or "long line equals good restaurant" to make quick decisions without deep thought.
Effective Sales Techniques
  1. ⏱️ To position value, tie together articulation values (e.g., "repair within 30-40 minutes") with the customer's situation (e.g., "what happens if this unit goes down during lunch?") to make them consider potential negative outcomes.
  continue reading

636 episodes

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