The key about value perception is asking yourself whether you are valuable. If you are not valuable to your customer because:
- You don’t care about their problems
- You only care about how you make money
- You don’t understand what the real problem is
- You are selling
- You only know how to talk in terms of features and benefits. You sound like a salesman
- You do not have advice to give
- You are focused on techniques, not connection
- 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.
