Selling Value Over Price
#SalesChats: Episode 38
Price is what you buy. Value is what you get. Value is what a customer perceives as worth paying more for. Unfortunately, this isn’t always what salespeople think it is, it’s what customers think it is, because they are the ones that are going to pay for it. Maura Schreier-Fleming discusses value over price in this #SalesChat, hosted by John Golden and Martha Neumeister.
• How value-added sales processes begin with the sales manager
• The ways to ask questions in order to ensure that customers understand the value behind what is being sold
• Management is responsible for ensuring their sales team understands how to communicate value to the prospects
• The importance of having a very specific, defined ideal prospect who is most likely to want or need what you have to offer
• How to identify criteria for analyzing customers in order to target ideal prospects
• Rethinking the idea that pipeline size leads to more revenue
• Common obstacles that salespeople create when they start utilizing value selling, including salespeople presenting too quickly before they help the client see the pain in their problems
• Traits of salespeople that are good value sellers, and how sales managers can verify their quality
• What to do as a value seller when you encounter a prospect who isn’t a value buyer
• Learn from other successful salespeople in order to master driving value when selling
is president of Best@Selling (www.BestatSelling.com) which was started in 1997. She works with business and sales professionals to increase productivity and sales. She is the author of Real-World Selling for Out-of-this-World Results, Monday Morning Sales Tips and writes several business columns including “Customer Connections” for the Dallas, Austin and Houston Business Journals. Maura developed and delivers the Master Selling program for the Small Business Development Center in North Texas. Maura has been quoted in the New York Times, Selling Power and Entrepreneur. She was a sales coach for Allbusiness.com and wrote their Women in Business blog. Her clients include UPS, Fujitsu, the Houston Texans, Fannie Mae, Conoco and Chevron. She was Mobil Oil’s first female lubrication engineer in the U.S. and sold over $9 million of products her final year with Chevron. Maura has her M. S. from Georgia Institute of Technology and a B.S. from Cornell University. She took two semesters of auto mechanics classes from DeKalb Tech.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.
Martha is social media strategist, responsible for all social media platforms of Pipeliner CRM. She is a communication expert with social media affinity, which she has been focusing on throughout her professional career. She has a bachelor´s degree in Entrepreneurship & Management and a master´s degree in Online Marketing which supports her in her career as Social Media Strategist.
SalesChats is a fast-paced (no more than 30 minutes) multi-media series that provides leading strategies, tactics and thinking for sales professionals worldwide. It can be found on Twitter (#SalesChats), as a live Google+ Hangout, and as a podcast available on iTunes, SoundCloud and right here on SalesPOP! If you think you would make a great guest for #SalesChats, please contact co-host Martha Neumeister.
SalesChats is co-hosted by John Golden, CSO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.