In this half day session, conducted and facilitated by Communications Coaches Nick Blake and Michael Wahab, we learn: 1. To sell at a premium price 2. Build value into a sale 3. Uncover ways to build long term valuable selling relationships

1. Value Selling
Boutique Office Indonesia
22 February 2017

2. Good Talker
or
Good listener
What qualities make a good sales person?

3. 3

4. 4

5. 5
rder
aker
roblem
olver
ver
ervicer
eople
leaser

7. 7

8. Be certain - Not 90% ... 100%
Convince - Examples
Afters - Question and Repeat to customer

9. A Typical Pitch

10. Our feature Your benefit
Different interests

11. Features Vs Benefits

12. Presenter’s point of view
Presentation
Past
X
END
Presentation X
START
Future
Audience’s point of view
Different Points of View
FEATURES
AFTERS

13. We have been producing websites for our clients for
over 15 years.
which means
Potential customers will be impressed by our
fabulous website design.
which means
Potential customers are more likely to buy from
them instead of their competitors.
which means
Their sales go up.
We can help to improve your sales
because
We make potential customers more likely to buy
from you than your competitors.
because
We make you look more impressive to your potential
customers because of our fabulous design.
because
We are highly experienced in producing
websites.
Using the afters method
PRESENTER’S POINT OF VIEW AUDIENCE’S POINT OF VIEW

14. Most common afters

16. Most common afters
Time saved
Income increase
Risk reduction
Expenditure reduction
Stress relief

17. Be certain -
Not 90% ... 100%

18. First Impressions

20. “What people want is not
knowledge, but certainty.”
Bertrand Russell

21. Certainty (non-verbal)

22. Certainty (non-verbal)

23. Certainty (non-verbal)

24. Certainty (non-verbal)

25. Certainty (non-verbal)

26. Completely confident
Definitively help you
100% - No doubt
Certainty (words)

27. Convince -
Examples /
evidence

28. Proof point It works because….
Case Study Shows you’ve succeeded with similar things before.
Testimonials Gives credible third party evidence you can deliver.
Reference Let them speak to someone who’s experienced your work.
Your process Explain what you’ll be doing and why it’s better than the alternative.
Free advice
Makes them think “I’d not thought of that. What else does she know
that I don’t?”
List of people/companies you’ve
helped
Shows you know what you’re doing (and people often follow the
crowd).
Your credentials Shows you’re qualified to do it.
Financials that stack up Proves number work.
Different pricing options Let them choose their risk level.
Awards Shows you’re better than your peers.
PR Suggests you “must be good if people are writing about you.

29. People buy from People

30. 30

31. Selling Value
(not just features)
Reminder of the Afters

32. 116

33. Discover the
afters

34. Selling at a
premium price

36. Creating a Demand
1 – Scarcity Principle
2 – Look ‘the part’
3 – Customer Ego
4 – Communicate Value

37. Scarcity
Principle

38. Looking
“the part”

40. Customer
Ego

41. Communicate
Value