Selling with Love : Earn with Integrity and Expand Your Impact

We need to get clear on how to assess value. Making arbitrary assumptions on the value of your product for the buyer is one of the biggest mistakes that prevents people from selling great products to good people. The next chapter will give you the formula that will accurately gauge this customer value.

a business-to-business (B2B) setting, you would zero in on: What costs can you save them? What risks can you lower? What activities can you make happen more quickly? What processes can you make easier? What opportunities can you help them capture?

When you haven’t raised your perceived value high enough, you are now leaving the client to suffer and buy elsewhere. They might be manipulated and taken advantage of, when you could’ve brought them into your business and taken good care of them.

This is a problem in the clarity of selling: How much is your product worth to the buyer? Is the value greater than what you ask for in return?

Value-based selling is buyer focused. You take the time to study what problems they have in their lives. Then you start to estimate how much pain this causes and how valuable it would be for them to not have that problem.

The buyer doesn’t care about your costs. They care about getting a good deal on something that solves their problems.

we

is a problem you wish could be solved in the world? What is something currently happening in the world that you find is unacceptable? What is a change you think the world needs? If you were granted one wish and it had to make the world a better place, what would it be?

“We aim to make X easier.” Make sure this impact is crystal clear. How does dealing with you make whatever challenge that lies ahead easier for the buyer? Amazon makes it easier to buy online. Tesla is making it easier to own an electric car. Microsoft makes it easier for every household to have a PC. What is your easy statement?