One trap you don’t want to step in as a sales person is to tell some else what something is worth unless you are very sure. If you do, you might risk to argue for whatever you are offering from the wrong angle. You might be right ut you never know so why take the chance?
”In a consumer society, people wallow in things, fascinating, enjoyable things. If you define your value by the things you acquire and surround yourself with, being excluded is humiliating.”
– Zygmunt Bauman
When you prepare for a negotiation of some kind you probably have thought through your value offer. However, you can’t be certain that the value you’ve identified is the same for the other person or if you have many, that the other person has ranked the value in the same order as you… So what to do?
Back to one of the most important tools for a sales person: Questions! The best way to find out is to ask. So ask!
– What do you see as the biggest value?
Here’s todays task for you:
- In your next sales meeting let your customer describe what he or she sees as the biggest value before you start listing what you see. It just might not be thing that you are aiming for.
It might just be that customer sees something that you don’t. And by not asking this question you might miss out on nailing the actual value the customer is buying into. Sure, you probably do know but every once in a while there are actually stations that come up with new angels that you haven’t seen or prepared for. So instead trying to tell someone what they should think find out what they actually do think. And I’d say that but putting this question out there, you are showing that you’re putting your heart in to it.