Creating value during the sales process isn’t a mystery, here are a few ideas that can help you deliver value throughout the sales process:
- Refer a prospect to a potential service provider
- Offer new ideas
- Offer new perspectives on old subjects
- Make a new connection with someone
- Identify the point of pain
- Reframe an old challenge
- Help overcome internal resistance
- Frame what will happen if you don’t change
- Frame what will happen if you do change
- Help identify how a competitor is differentiating themselves in the market