Value, Marketing, Selling, Value Propositions, Value Adding, Sales

1. Value Propositionprice ≠ value Dr Bryan Mills BEIT

4. Benefit Emotion Price

5. Benefit Emotion Price

6. People are most receptive if the information that is offered matches their needs: either conscious needs or the latent desires generated by their immediate surroundings. Even now the most valuable content is user generated: “Honey, I’ll be home late tonight”

7. Rogers’ Innovation ACCORD model: Relative Advantage to what it replaces Compatibility with current behaviors Complexity ofcommunicating the benefits Observabilityof the products benefits Risk of product failure Divisibility or trialability innovators, early adopters, early majority, late majority, and laggards

10. Added benefits or services beyond product

11. Economic benefits

13. Seven Steps of Successful Selling Prospecting and Getting Customers Build Rapport and Trust Identifying Customer Needs Presenting Solutions Answering Objections Get A Commitment Follow Through/Follow Up

14. “Old” Model of Selling 10% Establishing Rapport 20% Qualifying 30% “Selling” (Presenting) 40% Closing

15. “New” Model of Selling 40% Developing Trust and Rapport 30% Defining Needs & Problems 20% Describing Features & Benefits 10% Closing

16. Types of Questions High Value Question “What are the three things you like least about…?” Closed End Question “May I help you?” Open End Question “What are you looking for today?” Need Payoff Question “Would it be useful to you to cut the amount of time you..?”

17. “Master your instrument, master the music, and then forget all that crap and just play” Charlie Parker