• How to get the real value of what you're selling across
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How to get the real value of what you're selling across

It's a question that gets right to the heart of the whole sales process - what is the real value of your product? It might seem like an incredibly obvious question too – the answer is that it does x, y and z, and it's better than anything else on the market at doing it. But thinking carefully about what that actually means is a really useful process to go through - not least because it helps to put you inside the heads of your prospective customers and on the path towards better understanding their needs. So, what's the best way to think a bit more deeply about the value of your product or service - and how can you then apply this to a sales situation? Here are Big Motoring World's thoughts on the matter.

  1. Making money

Ultimately, most decisions around what you're selling will come down to money - how much it will initially cost your prospect and how much it will make them in the long run. So, think hard about your product in these terms, and become an expert at showing them how whatever they spend now will soon be outweighed by what they gain. Give them simple, practical examples - they'll be willing to overlook a lot of other negatives if they can see that in the long run they will make money thanks to you.

  1. Saving money

Much of this is about efficiency - showing your clients how what you're selling will help them to make better use of what they already have. By explaining to them that your product or service will make them more productive - whether by saving them time or making an existing process more efficient - you're ultimately showing them how you'll save them money. So, compare and contrast what they're spending now with what they'll spend once they invest in your product - and wow them with the difference.

  1. Helping with risk

Everyone worries about the unknown, or about threats to their business. So what does your product or service do to reduce this worry? Think about this in terms of the value of your product versus the cost of the worst happening - and present it to your prospective customers in these terms. Show them exactly how an investment in your product now can remove or reduce the risk - and even open up a whole world of new business possibilities that they may have previously been too cautious about to explore without your help.