3 Tips to Increase Value Perception(VP)

3 Tips to Increase Value Perception(VP)

Value Perception(VP) 

A customer’s opinion of a product’s value to him or her.  It may have little or nothing to do with the product’s market price, and depends on the product’s ability to satisfy his or her needs or requirements.

Tip #1:    Solve a Problem

-  Value Perception is created by providing a massive resolution to the buyer’s problem, communicating  the resolution in a way the buyer understands, and closing.

-         The greater the problem, the greater the opportunity to create a High Value Perception.

Tip #2:    Create a Sense of Urgency

-         Creating a sense of urgency is REQUIRED

-         We as a society love, “Instant Gratification”, so even if your product/service offers a long time payoff, you must create an IMMEDIATE benefit to buyer.

-       Massive resolutions with immediate benefits = fast sales cycles

Tip #3:    Close

-         Nothing creates a higher Value Perception(VP) than a sales executive confident enough to relentlessly close on their product/service.

-         Understand that the pinnacle of Value Perception is closing the buyer.

-         Value your product/service high enough that you will unreasonably close on its benefits to the buyer. (This is deal magic, do this and your numbers will explode)

Author: Bradley B. Watkins

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