4 Types of Conversations to Bridge Value Gap | #433

In order to bridge the gap between the customer's current state and
the desired state in sales, it is important to address the
parameters of time, money, effort, and confidence in the sales
pitch.

Imagine your customer on one side of a deep hole and your
solution on the other side as a visual for change in sales.

Bridge the gap between the customer's current state and the
desired state by addressing four parameters in the presentation
to fill in the perception of depth and concerns.

Time is the first parameter to consider when closing a sale,
as customers want to know how long it will take to implement the
product or service and see a return on investment.

Understand the difference between price and cost, and
minimize the perceived effort required for the customer to
implement the solution.

You need to address time, money, effort, and confidence in
your sales pitch to assure the customer that the product will
work for them.

Walk the client through a sequence of using the product to
build confidence and show that it won't take much time.

Explain the cost, impact, effort, and confidence to minimize
client's concerns and increase their confidence in implementing
the solution.

Improve your closing conversion rate and check out the sales
velocity Academy for fast classes and valuable information.



 


Summary for: https://youtu.be/pp2P08cGVyc