CHAPTER 13
Presenting
Your sixth Value-Added Selling strategy answers this question: “How compelling is my argument for our solution?”
Our internal study found that only 34 percent of salespeople offer a solution that is compelling enough for the buyer to change. For buyers to pay premium prices for a solution, they must feel a solution is worth more to them than their money. They want to feel that the solution is special and equitable. They want to be excited about where their money is going and what they are getting in return. Here’s where presenting comes in.
Presenting is your third essential persuasion strategy in Value-Added Selling. It is the most prescriptive of the three persuasion strategies. Buyers want to purchase from salespeople ...
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