Selling Value

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I recently gave a presentation on selling value. This is it, minus anything that was proprietary. It was well received by the team and I believe that the images and limited text speak for themselves. If you'd like the speaker points, drop me a line.

Business Unterhaltung & Humor

Our motto — Whole Foods, Whole People, Whole Planet — emphasizes that our vision reaches far beyond just being a food retailer. Our success in fulfilling our vision is measured by customer satisfaction, Team Member excellence and happiness, return on capital investment, improvement in the state of the environment, and local and larger community support.

How do we know if we are philosophically aligned?

How do you value technology versus outcomes?

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Airbnb, the online marketplace for short-term renters and hosts around the world, has placed its global creative advertising business in review. Incumbent TBWA\Chiat\Day will not participate. “As a global hospitality company at a pivotal moment in our trajectory, we are seeking a partner agency that takes us closer to unlocking the creativity of our community, in which content and product are inextricably linked. We are engaged in a global pitch, inviting the participation of a handful of diverse agencies to identify this new partner that will help us achieve our next phase of phenomenal growth.”

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As clients have more customers, stakeholders and channels than ever, briefs are getting more confusing; lacking focus, strategy and asking for the "moon on a stick". As the agency, it's getting harder to know where to focus with our ideas and strategy, then sell it effectively. This presentation was originally delivered at Miami Ad School's New York campus as part of the "Industry Heroes" lecture series.

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Most companies only consider their customers rational behavior, however, the key to successful value-based selling is understanding the difference between what people say they want – their explicit wants, such as lower prices - and what they are implicitly asking for, which could be recognition that they’re important, want genuine dialogue and feel the need to be taken seriously. Emotional understanding goes beyond the obvious explicit requests. The value that customers perceive they are getting from your company therefore depends not only on their rational analysis of the product or service but also on their emotional response (“How will this make me feel?”) and their social response (“How will it make me look?” - “What will others think of me?”).

The art of selling value

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An effective pitch presentation can be the difference between securing investment and/or support for your startup. Download our slide presentation, "Build a Better Pitch Deck," and gain insight on what content to include in your slides and how to design them for the most impact. This information is aggregated from leading entrepreneurship and investor sources both in Arizona and throughout the nation.

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Selling Value

1. Viva la Difference

2. $0.50 Salt

3. $30 Salt

4. $0.50 Coffee

5. $5 Coffee

6. Lifestyle Change

7. Lifestyle Change

8. Positive Results

9. How Much Does It Cost?

10. What story do they believe?

11. Are we philosophically aligned?

12. Our motto — Whole Foods, Whole People, Whole Planet — emphasizes that our vision reaches far beyond just being a food retailer. Our success in fulfilling our vision is measured by customer satisfaction, Team Member excellence and happiness, return on capital investment, improvement in the state of the environment, and local and larger community support.

13. Automotive culture in perfection- this is the philosophy of the Maybach brand. Due to the harmonic interplay of high-tech and craftsmanship, incomparable vehicles of highest perfection are produced in the Maybach-Manufaktur.

14.

15. How do we know if we are philosophically aligned?

16. How do you value technology versus outcomes?

17.

18. Good Selling!

Selling Value

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