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Looking for mentorship from someone who has a track record of business success? Want to learn how to build a 1% lifestyle and develop the mindset of a champion? Are you a business leader looking to 10x your results so you can build your dream life? If you are unwilling to settle for the status quo, and looking for real, honest, business, leadership, and mindset conversations... look no further. Tune in each week to learn from Kelly Roach, a former Fortune 500 executive and NFL cheerleader tu ...
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Value Positioning and Articulation
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- 🎯 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.
- 💡 To sell value effectively, one must know, believe in, prove, articulate, and position the value correctly within the customer's context and situation.
- 🚩 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.
- 🧠 Customers often rely on default rules (heuristics) like "heavy equals quality" or "long line equals good restaurant" to make quick decisions without deep thought.
- ⏱️ 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.
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