How I add value during the sales process

Apologies for the technical glitch yesterday...

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Happy Friday Saturday 👋

People say this so much...Add value during the sales process...always add value...vale value value.

In my experience, people are just regurgitating words and don't really know what they are saying or what this actually means because I've noticed to add value, most people just discount.

Which means they are giving something up in order to win a client or essentially taking a loss in some respect.

So let's make a pact...NO MORE DISCOUNTING!!!

Well, not until you at least hear what I have to say about value 😀

Gary Vaynerchuk's book "Jab, Jab, Jab, Right Hook" speaks about this in great detail in regards to marketing but I needed to figure out how it applied to the sales process (without discounting).

What is value?

This is a simple question but hard to answer because, in reality, value changes depending on the situation and this can be tricky from client to client.

Value really only sits in the eye of the receiver. What one client might find extremely valuable, another might find useless.

It's for this reason, I created a variety of ways to continually add value during the sales process but this really only worked consistently when I implemented the right sales strategy.

Otherwise, potential clients were on different sales journeys and I couldn't have value-adding "things" prepared.

These are the 4 ways I try to add value during every sale.

1. Educate: I always try to help potential clients see the problem from a different perspective which will help them solve the root cause of the problem and not just the symptom.
2. Articulate: Similar to how the fitness industry shows the before and after photos of people who have gone through a health transformation, I'll articulate how to solve their problems in a simple way to show how they can address the root causes of their issues and not the symptoms.
3. Demonstrate: Just like how real estate agents stage a house, I'll demonstrate the solution in context to their situation so they can get a real sense of the outcomes they will receive.
4. Quantitate: Finally, I work really hard on helping them understand the impacts of their current processes so they can make an informed decision about improving them while quantifying a significant ROI.

The 4ate method is easy to remember but takes a bit of work to implement and is the foundation of the Sales Market Fit strategy.

Doing this correctly removes the need to consistently discount because by the end you would have proven huge value, evoked the law of reciprocity and demonstrated a significant ROI.

The higher the perceived value, the more likely the sale will occur.

Once I was able to achieve this, sales started closing quicker, clients were happier and we were maximising our competitive advantage at every stage.

If you are having challenges in sales, I would 100% recommend you take the time to add value in these ways to win more clients consistently.

I've been working closely with my clients to roll out this method and it has been having a massive impact in short periods of time.

In one example, a client's sales have grown by 200% in less than 8 months and their ACV has grown by more than 4x.

If you would like to learn more about how the SMF program and how it might help your business, you can book a time for a chat here.

Upcoming Webinar

On the 24th of August at 10 am Brisbane time, I'll be hosting a webinar called "Unlock Your B2B Startup With This Innovative Sales Strategy" and it will cover this and more of what I wrote about above and I'd like to invite you along.

Even if you can't make it, I'll send you a copy of the recording.

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If you have any questions, just let me know.

Cheers

Gavin