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LinkedIn Learning

How to Sell on Value, Not Price

via LinkedIn Learning

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Learn how to sell by bringing value to your customers, rather than just trying to offer the lowest price point.

Syllabus

Introduction
  • Selling on value, not price
  • What is value?
1. Gather Customer Requirements
  • Establishing the customer's situation
  • Understanding your customer's emotional needs
  • The difference between wants and needs
  • Confirming the customer budget
2. Educate the Customer
  • Educating the customer
  • Speaking to your customer's situation
  • Selling to your customer's needs
3. Link Value to Needs
  • Solving customer problems
  • Speaking to your customer's emotional needs
  • Removing obstacles
4. Focus on Benefits
  • Features, advantages, and benefits explained
  • Converting features into benefits
  • Linking benefits to needs
Conclusion
  • Adding value in negotiations
  • Next steps

Taught by

Miles Croft

Reviews

4.7 rating at LinkedIn Learning based on 5665 ratings

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