Episode 13 - What do Customers Really Want

Customer Secrets

You may have heard that customers want "value," and therefore you should be building value when presenting your product or service.

I'm a contrarian salesperson, so I don't always agree with the standard wisdom that we've all been taught as gospel. In this case, I think building value is 80% correct. What's missing is the "values." There is a big difference between building value and what I want to discuss in this episode, which is "promoting values."

Promoting values is that extra piece that is missing in the sales presentation. It allows you to start at where the customer is at, and move them forward by showing them that you are on their side and want to move their values forward.