From the course: How to Sell on Value, Not Price
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Selling to your customer's needs
From the course: How to Sell on Value, Not Price
Selling to your customer's needs
- There's one final thing I wanted to mention when educating your customer. You are the salesperson, you know about the product, you are the one educating them, but it's not about you, it's about them, their situation, their problems, their needs. And then how your product or service can help resolve those needs. So don't just talk about you, don't educate them on why you are so great, and why you have done so much great things for your clients, unless the product is you. But even then, if you're selling your own consultancy, for example, focus on the benefits your consultancy will bring to them. Remember to always be relating it back to their situation and their problems. Going back to the example of selling cloud backup software, once you've established their needs, don't just start hammering them with we do this, and we do that, and we are so great because. It won't work as there's no context yet. They need to…
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