THC Podcast 063: How To Sell Value Not A Product

Posted on May 11, 2017

Ryan Stewman



Most salespeople fail miserably at selling the value overselling their product.

A customer is never in the market for a product. A customer is looking for a solution to a problem they have. They are in the market for the value of your product.

People don’t buy a product, they buy the value that the product delivers.

That is why in this THC Podcast Ryan Stewman shows you how you can start selling the value in your product instead of the product itself.

Sit back, relax, and get ready to learn…

How To Sell The Value Not Your Product

1. Define The True Retail Value

Showing your customer the real value they are receiving for their buck will help you hammer home more closed deals.

Any bonus or extra that comes exclusively when a customer does business with you make sure the customer not only knows about it but what its retail value is.

Let the customer know exactly what they are getting for their money. In this THC Podcast episode, Ryan Stewman gives examples of how to define the true retail value to your customers.

2. Resolve The Problem

Look, nobody wants a mortgage, they want a house. Who the hell wants a drill? They want a damn hole is what they want!

Salespeople are problem solvers and customers are only out shopping for the solution. Not the product/service itself.

Unearth the pain, the problem your customer is dealing with and show in detail how your product/service solves it better than anything.

In this episode, Ryan goes into more detail on how to show how you got what they need to solve their problem

3. Sell The Future

Paint the picture of what the future will look like if your customer chooses to do business with you.

Convey to your customer the benefits and how much their current situation will be improved in the future, thanks to your product/service. Show them the long-term value they will receive and you will be a deal closing machine.

Stewman has some simple yet impactful ways he sells the future to his customers that you can hack and start putting to work for you right away. Check them out in this episode. 

Customers Buy The Value Your Product Delivers So Sell That

If you focus on trying to sell your service or product you are selling something they most likely can purchase from someone else.

The value is what makes you unique and gets the customer to open up their wallets.

If you want to learn more about how to sell the value not your product and learn exactly what the top performers in your industry are doing to be successful take a peek at the Break Free Academy Entourage.

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