Value selling says that customers buy your value or service because they anticipate enjoying a value that they would not have in the absence of your product or service. People don’t buy products, they buy the results the product will give them. Sell the value and the benefit of your product or service to your customer. Focus on explaining and expressing how it works for the customer. If you focus on the value, the price becomes less and less important. If you don’t focus on value, the only thing you can talk about is price.
What is value selling? Now, here’s the research… The research says that the value is the difference between the price you charge and the benefits the customer perceives he will get. If the customer perceives he will get a lot of benefit for the price they pay, then their perception of value is very high. So you can control that. Teach people how much they will benefit, how much your product or service will help them, and all of the things your product or service can do to help them achieve their goals and solve their problems. The more you focus on these values, the less important price becomes. How to sell value instead of price Here are a few actionable items you need to do to ensure you’ll get the sale. 1) Who will buy your product? Ask yourself, “Who is the person who is most likely to buy my product and buy it immediately?” Then create a customer avatar based on this information. How old are they? Are they male or female? Do they have children? How much money do they make? What is their level of education? 2) Identify your customer’s problem clearly Once, you’ve done this, you’ll be able to move on to the next step which is identifying your ideal customer avatar’s problem clearly. What kind of problem does your customer have that you can solve? If you have identified your customer correctly, these people will pay you to solve their problem. Sometimes the problems are obvious and clear. Sometimes the problems are not obvious or clear. Sometimes the problems do not exist for the customer. If the problem does not exist, the customer will not buy your product. 3) Make a list of all your product benefits Finally, make a list of all of the benefits of your product or service and the ways it will solve your customer’s problems. The more benefits and solutions you can clearly provide to your customers, the less they will be able to deny your product will solve their problem. I’d like to leave you with a thought: “The more you focus on the value of your product or service, the less important price becomes.” Source: http://www.lifehealthpro.com/2016/06/23/how-to-sell-value-rather-than-price |
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Medicare Blog | Medicare News | Medicare Information
Tags: Creating Value
Please give us your feedback! Question: What steps have you taken to build your sales lead? How has it changed your business?
Source: LifeHealthPro |
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Tags: Referrals, Leads, Creating Value, Professional Networking, Advisor, Sales Leads
Please give us your feedback! Do you feel your business is hanging by a thin thread? Would revamping the marketing approach help your business move in the right direction?
Source: LifeHealthPro |
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Tags: Insurance advisor, Senior insurance, Sales Tips, Success Tips, Web Marketing Advice, Web Tips, Health Insurance, Referrals, Creating Value, insurance companies, Advisor
Keeping in Touch with Your Most Valuable Asset
Posted by Lauren Hidalgo on Fri, Jul 26, 2013 @ 09:12 AM
Please give us your feedback! What do you do to stay in front of your clients? Do you find that contacting them at multiple points during the year brings in more referrals?
Source: LifeHealthPro |
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Tags: Sales Tips, Senior Market Advice, Customer Retention, Referrals, Creating Value, Customer Service, Gerber Life Medicare Supplement, Stonebridge Medicare Supplement, Coventry Medicare Advantage
Staying in front of your clients is important in this competitive environment. If you have any questions about e-mail marketing, what platforms to use, and where to find templates for your e-blast, feel free to call your marketer at 1-800-998-7715. Please give us your feedback! Do you have any other tips to share that you've learned from doing e-blasts? Do you find they are a good way to keep in front of your clients?
Source: Senior Market Advisor, LifeHealthPro |
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Tags: United Healthcare Medicare Supplement, Senior Market Advice, Web Tips, technology, Creating Value
PSM is dedicated to offering our agents support this AEP. If you have any last minute questions or concerns please be sure to contact your marketer at 1-800-998-7715. |
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Tags: Annual Enrollment Period, Sales Tips, Combined Insurance Medicare Supplement, Medicare Advantage News, Creating Value, Gerber Life Medicare Supplement, Annual Election Period
For more tips on self-discipline and success, please give your PSM marketer a call at 1-800-998-7715.
Source: LifeHealthPro |
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Tags: Sales Tips, Senior Market Success, Customer Retention, Creating Value, Customer Service, Gerber Life Medicare Supplement
The Art of Selling: Improve Your Closing Ratio
Posted by Lauren Hidalgo on Fri, Apr 20, 2012 @ 09:06 AM
Last week’s article covered the Presale Basics: Dressing for Success, Proper Hygiene and Appearance and Punctuality.
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Tags: Sales Tips, Senior Market Success, Customer Retention, Assured Life Medicare Supplement, Woodmen of the World Medicare Supplement, Creating Value, Customer Service
Medicare Select - Are sales opportunities passing you by?
Posted by Lauren Hidalgo on Fri, Mar 23, 2012 @ 10:18 AM
Please give us your feedback! |
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Tags: United Healthcare Medicare Supplement, Medicare Sales, Creating Value, Mutual of Omaha Medicare Supplement, Medicare Select
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Tags: Senior Market, Assured Life Medicare Supplement, Heartland National Medicare Supplement, Creating Value, Sentinel Life Medicare Supplement