What value do you bring to the table? What does your product, solution or service offer? Why would someone want it and what does it mean for them? How could it benefit them?
Often, we get caught up in the price of our own product that we don’t see what the implications are for the buyer. To know this, you need to know innately what pain your prospect is experiencing, how long they have had it, what solutions they have tried, what they liked and didn’t like. You need to know how informed they are about the different solutions available and the uniqueness of each.
You need to be 100% sold on what you are selling (for your client to have any chance of being sold- you need to be) and with that you will act confident and sound ‘certain’ of your worth. This is tangible to the client. And if your solution is identical to the competitors then you need to value your own personal worth.
What do you personally bring to the table? Are you professional, reliable, consistent, helpful? People ‘buy into’ people – so remember that. They are buying into you to trust what you are selling them. Ensure you are always operating at your best, so they (and indeed your colleagues) see the best version of you.
What to do
Learning your features and benefits upside down, back to front, inside out. Know where you sit in the marketplace. What are the USP of each competitor?
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