Episode 69 The 5 Understandings Of Value January 20 2013

We often talk about “providing value” “giving value” “offering value” and sprinkle in some “value added” for good measure.

Meanwhile . . . we could be missing the whole point!

This week, we’re tackle 5 things that you need to understand when it comes to value!

Here’s what you’ll learn during today’s podcast . . .

Where and when an obsession with price, price objections and negotiations can enter the picture in sales.

How most people misunderstand what’s truly valuable and a questioning sequence that will help you assess value.

One easy to use question to help you and your prospect get to a value discussion quicker.

A really cool formula for creating value.

How you can, and why you must “connect the dots” for your clients/prospects when it comes to value.

How value can be missed and forgotten.

Why waiting to offer a “value added” experience might be too late and how you can front end that bad boy.

Additional Resources To Support Today’s Podcast . . .

1) How to use stop, start and continue questions.

2) One easy to use question at the beginning of your meetings.

3) How to position yourself as a resource (another way of adding value)

4) Join 32,000 of your peers in our Linkedin community by clicking here.

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6) Subscribe to this podcast on iTunes by clicking here.

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