Slides from my training session on how to sell value (45 mins)

1. Why did I
buy these
drill bits?

2. I need a
hole in my
wall

3. We buy what
products do,
not what they
are

4. Selling
Value

5. What is
value?

6. Textbook definition:
Benefit - cost=value

8. LESSON ONE:
Value is subjective

9. WIIFM

10. To deliver true value we
need to have an acute
understanding of our
customers
needs and wants

11. What are the major challenges
facing him?
How does he see the future of the
business?
how is he measured?
what are his long term goals?
How is the marketplace situation
affecting his area of responsibility?
What does HE want to accomplish?
what is his dream scenario?

12. What does his
customers
value

13. Proactive
Vs
Reactive

15. Your
toolbox

17. Features
Features inform the
customer about the
physical and factual
characteristics of your
product

18. Attributes underline
the advantages
of your product and
its features
Attributes

19. Benefits emphasize the
value of your product,
its features and its
attributes
Benefits

20. Attributes: Benefits:
Features: What value
What is it? What good does it bring
does that do? me?
Features: Attributes: Benefits:
Data, Facts & Which means …and to you
Design that… that means…
Features: Attributes: Benefits:
Trained Fast, efficent Save time
product & when a problem
experts sitting knowledgeable occurs
by 24 hrs a day support (& Money)

22. Is the benefit
relevant to
him?