Value - it's something every customer wants, but few can clearly define.

Ever wonder why your customers often don't know what "better" looks like, even when they want improved results?

What if you could help them uncover and articulate that value? It’s a skill that separates the average salesperson from the exceptional one.

In this episode of Sales Today, we're diving into a core principle of modern selling: helping your customers find their version of value.

Whether it's cost reduction, increased efficiency, or a competitive edge, great salespeople co-create value with their customers, ensuring that what’s offered truly resonates.

We’ll explore how to ask the right questions, apply insightful frameworks, and use their language to communicate value that sticks.

Highlights:

- The mystery of value: Why customers often don't know what they want, and how to help them figure it out.

- Uncovering hidden value through deeper questions: What’s important to the customer and what’s the impact if nothing changes?

- The value pyramid: Understanding different customer priorities at various levels, from cost savings to competitive advantage.

- Tools like the SWOT analysis and respect factors that can uncover new ways to help your customer.

- How to align your sales pitch with what your customer truly cares about by using their words and tying it to real business outcomes.

Actionable tip: Take a moment to write down what you think the customer values, then ask them directly. You'll be surprised by the insights that come from it!

This isn’t just about offering a product or service - it’s about building trust and positioning yourself as a partner in their success.

Listen now and learn how to make your sales approach truly value-driven.

Connect with Fred:

Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/ABBTOeWAXp0