Positioning With Value

The key about value perception is asking yourself whether you are valuable.  If you are not valuable to your customer because:

  1. You don’t care about their problems
  2. You only care about how you make money
  3. You don’t understand what the real problem is
  4. You are selling
  5. You only know how to talk in terms of features and benefits.  You sound like a salesman
  6. You do not have advice to give
  7. You are focused on techniques, not connection
  8. You don’t want to work that hard

You will be positioned as a salesperson.  Salespeople are commodities.  The buyer wants to understand how to buy.  You can do this by understanding why they buy and then bringing them along an experience which helps them buy.  Of course, this means work and thinking – two difficult disciplines for most people.  If you can pay the price and nurture the buyer then you will be considered valuable.  If you are valuable, then your sales take care of themselves.

Published by Don Dalrymple

I am a management consultant to business owners, executives and entrepreneurs. I write and speak on systems, strategy and leadership on my blog and help empower business clients to achieve their goals for revenue and efficiency. I live a life of adventure and work with business clients all over the world from remote locations to help them start and grow their businesses.

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