Sell the Sizzle
"Sell the Sizzle," hosted by sales veteran Mick Holly, focuses on the art of selling benefits over features, offering insights for a range of professionals.
Sell Problems not Solutions
I explore the difference between value and price. When a prospect tells you "you are too expensive" you may be tempted to reduce price. DON'T! Reducing price does not create a more valuable product or solution. It only means you and your compnay will make less money! The answer for our Sizzlers is to show the VALUE you can bring. This episode will give you ways to sell your product/service even if you are wildly more expensive than your competition.
Key Points
- Articulating a prospect's problem better than they can themselves establishes credibility and positions you as an expert whose solutions they are more likely to trust.
- Tailoring your sales pitch to address the specific, nuanced problems of different customers, much like a targeted pain relief commercial, can lead to a premium perception of your solution.
- Educating your prospects about their problems and providing evidence of your understanding and experience with similar issues can significantly enhance the attractiveness of your solution.
Chapters
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Transcript
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