In this issue we are going to talk about value.
Value in the business world is defined in terms of results.
Results are an increase or decrease, more or less. The most powerful results statements begin with a word that ends in an “ed” and then followed by a connecting statement of what happened (these usually have an "ing" ) and finish with a numeric result such as X percent increase or X decrease or $X dollar savings over a X period of years, months, weeks or days.
Results tied to a timeframe are even more effective.
Initiated a safety program resulting in a reduction of accidents by 15% over a 30 day period.
Delivered a marketing plan enabling them to increase their sales by 25% during a three week period.
Promoted a trade show generating over 10,000 qualified leads for our clients over 6 months.
Decreased the defect rate by 15% bringing about an annual savings of over $250,000.
These are all examples of value statements tied to numeric results which in turn relate the value that prospects are looking for. People buy value.
Although it may seem that buyers are interested in the physical or intangible aspects of a solution which are usually the benefits couched in terms such as faster, better, less expensive, easier or harder these are typically not the basis for a buying decision.
When buyers buy, they want to know their investment will produce results. The most powerful examples of results have a numeric value attached to them.
These are some examples taken from the testimonials on my website at
http://www.accelerated-sales-results.com/testimonials.htm.
Over the past month our Call Center has tripled their lead generation performance, and our Inside Sales group has doubled their results in setting qualified appointments.
Because two days after I sent the email, the director called me saying that they wanted to move forward with a purchase, and 11 days later, the purchase order for $65,000 came to my fax machine!
We immediately put into practice your techniques and strategies learned during our live training. In the first week, our appointment volume increased over 25%.
This questioning has taken a single sale with a value of $12,400.00 to an additional opportunity within the same company for over $60,000.00.
Perhaps what I appreciated most about your training is that my telephone time is 100% more enjoyable.
Because of it, my telephone prospecting and qualifying has tripled in efficiency and I'm getting into companies I formerly had regarded as impossible.
Your assignment is to develop value statements which have numeric results attached to them.
Having trouble developing metrics for your value statements? Speak with your customers to find out what results they achieved over a specific time period and use these results to help build your value statements.
Bringing in these value statements into the conversation with your prospects will not only increase your credibility but it will also lead to more sales.
