From the course: Sales Prospecting: How to Connect with Today’s Busy Buyers
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Introducing value to improve your conversion rate
From the course: Sales Prospecting: How to Connect with Today’s Busy Buyers
Introducing value to improve your conversion rate
- Peter Ackroyd, a famed novelist and biographer, once said, "The value is always in the eye of the beholder." In other words, what one prospect might find valuable, another may not. Another we've identified the competitive advantages of buying our product or service, every prospect measures value differently. Our goal then is to customize the perception of value for each interaction with a prospect which will improve our chances of closing the deal. You want each prospect to think, "Wow! If I'm getting this much now, just think of how much I'll gain when I buy from this person." There are three considerations when it comes to increasing the perception of value for your prospect. First, the different types of value you can provide. Second, the best time to introduce this value during prospect interactions. And third, how to measure the impact of your value. To uncover what you can offer that is of value to your…
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