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Donald Kelly, The Sales Evangelist, Best Sales Podcast, TSE Hustler's League

TSE 390: TSE Hustler’s League-“Discovering What Makes You Different”

Donald Kelly, The Sales Evangelist, Best Sales Podcast, TSE Hustler's LeagueThis is Part 2 of the snippet I shared with you last week. It is from one of our training sessions at the TSE Hustlers League.

We have some new exciting stuff coming in the TSE Hustlers League. For a sneak peek, we’re creating a whole semester! It focuses on effectively gaining more leads into your funnel outside of what your company is giving you.

Here are the highlights of this episode:

How to powerfully convey your message to your prospect:

  1. Brainstorming

Get people in your company and go through a brainstorming session. Devote the whole session to your company’s product, your key differentiators. Grade them and then find the worth of each of those so you can find the top ones you can utilize in your messaging.

Note: If the thing listed is true and unique to your company and nobody has something better, score that as 2. If it’s something others have but you can prove your company does it better or in an advantaged way, then score it as 1. If admittedly, your competitors can do more or less the same thing, label it as 0 (ex. 24-hour delivery).

  1. Get rid of the 0’s and then focus on the 2’s.

Of the 2’s that you have, which one of these things can you connect to the customer’s “unconsidered needs”? Again, unconsidered needs are those which the customers haven’t really initially thought of as needs.

Episode Resources:

Book mention:

The Three Value Conversations

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Mastermind, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 360: TSE Hustler’s League-“Loss Aversion”

Mastermind, Donald Kelly, The Sales Evangelist, Best Sales Podcast

Nobody wants to lose anything of course. But do you care more about losing something rather than actually gaining something? This is something you need to think about if you want to achieve success in sales.

In last week’s episode, I mentioned that 74% of executives indicate that they give their business to the company that established buying visions as opposed to 26% who do a side-by-side comparison.

Today, we talk about value-building to establish what has been shared last week. One of the things our community members in TSE Hustler’s League wanted to focus on more was ways they can improve their ability to express value to their prospect.

See, if you’re closing only one out of five leads for example, there’s something really, really wrong.

Here are the highlights of today’s episode:

What is Loss Aversion?

It means being afraid of losing things more so than you care about gaining something. So you would rather not lose money than worry about gaining it.

People are 2x as motivated to change a behavior or make a decision to avoid a loss as they are to achieve a gain.

And this concept of loss aversion is common among many of us, including your prospects. Therefore, it is your job as a sales professional or entrepreneur to create that buying vision within your prospects so they can gain more success and generate more money.

  1. Understand their status quo.

What’s causing them to not move forward? What’s hindering them from being successful? Typically, the status quo of clients is that they’re losing out on opportunities.

  1. Point out how your prospect is losing money.

This is where the idea of insight comes from where you bring more to the table something prospects may not know already. Show them and establish that this is not working. This is where they’re losing money. And this is where you need to fix things.

Obviously, your goal is to help them make money but it’s going to jump to them more if you can establish the loss, the loopholes, or the leaks within their company.

  1. Create a buying vision with your prospect.

Share a story that can validate this. This helps your client create a buying vision by creating a picture in their head as to how their pain point can concretely affect them. Establish the loss. What are they losing right now by staying in their status quo. Help your prospect recognize their loss.

Today’s Major Takeaway:

Nothing ever worthwhile is ever easy. If you want to stand out, be different. Bring something to the table. Bring value and don’t look like your competitors.

Episode Resources:

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The Sales Evangelist, Donald Kelly, Donald C. Kelly