So you have a big sales meeting in a couple of days and you want to rock it. You’ve practiced what you’re going to say a millions times. You’re confident that your offering brings value to your client. Everything is ready to go.
How do you increase the odds that your customer will perceive the value that your company brings? The reason people buy is because of perceived value. What do THEY see as valuable?
Not every product can easily sell itself. Some are complex. The value isn’t always obvious. The odds aren’t always in your favor from the get go.
Just focus on building a relationship, ask them what they consider valuable, and offer that to them. Ask questions to find out the “why” in your sales meetings. Why are your clients actually meeting with you? Why would they buy what you’re selling? Have them answer these questions for you and teach them why they should do business with you.
The simple answer to a common question.