PERCEIVED VALUE
Your perceived value is made up of three key aspects. They are:
• PROMISE - What’s in it for me?
What are they promising and can they deliver?
Most often, this is as simple as making sure that what you are
saying you will do...you do! If you say that the delivery lead time
is three weeks, then make sure it is or if you say that the quotation
will be delivered in 24 hours; deliver it. Your promise as a sales
professional carries an enormous amount of weight in the sales
arena.
• DIFFERENTIATION - Why is this one better?
Be very clear on why your product or service is unique. What
do I offer that others cannot? You need to be able to point out
why your product or service is different and how it will make such
an impact for your customer. It can be as simple as a different
system, process, procedure or service offer that others don’t or
can’t provide. Point it out. It will make a difference.
• REASON TO BELIEVE - Why should I believe what they are saying?
You need to make sure that you give your customers a
compelling reason to believe what you are saying. The simplest
form is a referal or testimonial from another customer. It can
be your years in business, practical experience, education,
professional status...and the list goes on. Make sure that your
customer believes that what you are saying happens.
PERCEIVED COST
Again, also made