How can you convince a prospect to choose value over price?

Q: How can you convince a prospect to choose value over price? A: You can't... Chances are that prospect isn't a fit for your company & vice versa. Work harder to find better prospects with needs & goals that align with what you're company can offer (be it price or value).

Remember, convincing a prospect to choose value over price requires patience, persistence, and effective communication. It's essential to understand the prospect's needs, challenges, and pain points to tailor your approach accordingly. By demonstrating the true value of your product or service, you increase the chances of closing a sale at a higher price point.

Understanding your prospects needs and goals starts with good discovery. #1 question I ask is why are we here? Why are we talking about this project/problem/solution today? When you ask good questions during discovery you can uncover many of those important factors they have in buying regardless of price...if you are listening.

Don't forget who gets to define value! The client does. Every time. They need to see it as a value before they can decide it is worth the cost. That is critical. It cannot be you telling them that the value is there for them, they need to get to the point to where they are telling you it is worth it for them. You need to lead them to that place and you'll close the deal.

Antes de entrar com benefícios do produto ou serviço, é interessante conversar com o cliente e identificar qual a sua real necessidade em relação ao seu produto ou serviço agregando valor ao seu produto/serviço, demostrando ao seu cliente que o benefício é muito mais vantajoso que o quesito "preço". - Costumo começar com um bom atendimento, escutando o cliente e realizando perguntas chaves referentes as necessidades de estar atuando ou buscando determinado produto ou serviço. - Procuro identificar se o meu cliente é atacado ou varejo isso costuma distinguir as abordagens já que as necessidades são diferentes. - Descobrir a real necessidade é um fator importante, muita das vezes é necessário auxiliar o cliente em sua tomada de decisão.

Building value starts with listening and then build respect followed by trust. Once you have established these fundamentals you can collaborate with the prospect to achieve their goals while closing the sale. Understand the prospect might not see the forest thru the trees, so back them up for a wider view.

Understanding the clients pain points and their previous experience with a certain service or product giving them samples of your products is a best way to choose value over price.

Understand their motivations, business and issues through thorough research - warts and all. Most of this can be sourced through data and information available in the public domain.

A escuta ativa e conhecimento do seu produto é uma combinação perfeita, pois a cada ponto falado por seu prospect você consegue entender como sua solução pode ajudar a resolver a dor explicita e outras que estão ocultas e muitas vezes o prospect ainda não identificou. Ser um gestor de solução e trazer os benefícios a curto e longo prazo e um suporte para fortalecer esse vínculo. Entendimento de mercado e abordagem personalizada dão aquele toque de autoridade e confiança

Conseguindo abertura para desenvolver uma conversar, é possível demostrar o "porque" optar por nosso produto ou serviço. Iniciando um bom relacionamento grandes coisas são possíveis.

Your value prop is independent of your prospects goals and needs until you have that first conversation and ask those great questions. Once you have done this and you are doing a great job with targeting you then get to weave those important buying factors into your value prop to articulate to the customer why they should choose your company/product/solution etc...

Lembre-se, clientes compram soluções através de determinado produto ou serviço. "Ofereça isso a ele". -Após ter identificados as necessidades do seu potencial cliente, é muito importante mostrar o produto para o mesmo e desenhar como ele poderá utilizá-lo e porque o mesmo não poderá deixar de adquirí-lo. - É importante deixar claro para o prospect que a venda não termina na aquisição, que ao adquirir o produto ele está dando o primeiro passo para uma excelente parceria de negócios e que o mais importante é a sua satisfação ao aderir o produto a ele ofertado. - É importante mostrar exemplos de clientes que ficaram satisfeitos com a aquisição de seus produto/serviços, destacando como isso também poderá trazer a ele resultados positivos.

Communicating with the client and actually listening to the clients pain points and needs will help you give them the best solution. Then you can make your proposal and go through your proposal step by step with the client as to why you propose this and how it will remove the pain point.

Unfortunately this phrase creeps in more than it needs to. The VP is not just about the usual narratives. To differentiate what you are proposing, make sure you use the language and currency (not necessarily financial), that resonate with the target personas, and their motivations, business and issues.

I believe it's starts with you. What value do you bring a client. The tool, solution, product, etc. is ultimately something they need and to me, it's more about establishing trust and a relationship. The support you provide and willingness to go the extra mile is the biggest boost to the value of any item you are selling.

Some do, some don’t. So what. You are not for everyone. Keep it simple and be honest. There are no tricks, no gimmicks

The key to overcoming any "objection" is to understand the why. In order to do that, we have to change the way we define "objections", and see them for what they truly are; concerns. Identifying the root cause of the concern will help you a great deal in addressing it. The best way to do that is by labeling their concern. An example: "It seems like you have a concern that the cost structure we've presented won't scale with your needs and budget in the long run." This gives them the opportunity to confirm what you just said or correct you. I would be extremely wary of creating urgency. Scarcity and FOMO tactics do not work unless it's a small ticket. On large tickets, I would rather explore the opportunity cost.

Ce qui fonctionne le mieux pour moi, c'est l'approche "sur mesure", la puissance de la personnalisation. S'adapter aux besoins spécifiques de son prospect, comprendre ses valeurs, fait vraiment la différence. C'est comme si la solution avait été conçue rien que pour lui. Pour cela, il faut savoir écouter son client pour bien comprendre son besoin et ce qui est important pour lui, les défis uniques qu'il a et les intégrer en "fonctionnalités sur mesure". Cela va bien au-delà d'un simple achat et cela dépasse le simple "prix". C'est une véritable collaboration pour une solution ou un produit parfaitement adaptée.

Most objections aren't objections. They really just do not understand the value quite yet. Go back to the value prop and go back over their needs.

Para quebra de objeções o importante é demonstrar ao prospect que você pode ajudá-lo de alguma forma sem desvalorizar seu produto. - Escute as objeções de seu prospect para oferecer as possíveis soluções dentro dos paramêtros estabelecidos. Por exemplo: apresento a proposta gerou interesse mas o prospect está inseguro. Demonstro "confiança". Apresento o produto de forma bem explicativa e dou exemplos na prática de como ele poderá se beneficiar dele. - A objeção é em relação ao financeiro é importante ver o que dar pra fazer: dividir, parcelar entre outros meios dentro das políticas da empresa. - Algo que considero importante é mostrar ao prospect que estou ali não somente para vender mas também para atendê-lo da melhor maneira possível.

Address their objections with empathy and understanding. Don't treat them as reasons they don't want to do business with you. Keep building trust and show you are willing to go the extra mile.

The first thing you need to understand is their why? Why do they feel the way they do? Once you understand that you can come that much closer to over coming their objections.

If you have followed steps 1 and 2 above, then you should have uncovered enough information to understand the target personas' most likely objections and concerns. This will enable you to pre-empt their likely questions, and also add value based narratives, which will differentiate you even further away from the rest of your likely competitors. That differentiation is key for the next steps.

Listen! Don’t interrupt when concerns or objections are offered. Acknowledge there’s a concern, then restate or rephrase what you heard in an effort to understand the nature of the objection. Isolate that objection or concern. If it’s impossible to isolate the objection it’s not a real objection, more likely a stall, and the result of not spending adequate time in the needs analysis portion of the interaction.

If you have followed steps 1-3 from above, then you will have layered elements of your offer in such a way, that the target personas will find it difficult to justify any variation on or to your offer. Whatever you intend to charge for whatever you are planning to sell, it will be worth the offer you make - not less.

I've been selling value my whole career. We're always at a premium price over 99% of our competition. The value is in the support, customer service, training, and all of the things most clients don't recognize in the price of the actual item. Build solid relationships and truly care about your clients. The rest will work itself out.

Articulate why your solution is a premium one and why that value that is being delivered is way more beneficial to the customer than the price. Focus on understanding the total cost of operation or ownership for the customer if they choose price over value. Be detailed and concise on how the value add helps the customer business on long term making more money or saving money.

A) I use the "Speed, Quality, Price" concept. You can choose any two but can never have all three. B) If that fails, I add the "cost of inaction/the wrong action" argument.

Ask your target personas if they want high quality, well designed innovative products or solutions to support their motivations and business, which will address and resolve many issues. If they want to work and partner with you, then you will provide them with high quality, well designed innovative products and solutions, which will all deliver business value. A lower price request or expectation does not equate to obtaining business value. Time and again, lower cost has not resulted in best value. Case in point - Look at the state of our roads. Historical price driven tendering, and the resultant low cost paid for winning these tenders resulted in low quality / lost value for the £s spent. Good quality and low cost are mutually exclusive.

If you have proposed to your client and you don’t know how they quantify value then you’ve already lost. Which is totally ok. It’s ok not to sell to every prospect. However, your role as a salesperson is to discover opportunities and execute them. If you have not shared the value of the product, the company, or the delivery, then I am really not sure what you’ve talked about. Your sales lead will not know how to help you either since you can’t tell them anything. It’s time to listen better, more carefully and be responsive instead of reactive. Think more in a tactical way and learn from any missed opportunities.