Salespeople: Most trainers preach “SELL VALUE!” I’ll show you exactly HOW in 3 steps. #sales

Hey, salespeople, most people preach at you to sell value, yet they never tell you exactly what that means. I'm going to teach you to sell value with three ingredients. Okay? So selling value comes down to three things. Number one, uncovering a painful current state, okay, One that's costing them a lot of money, has a lot of negative consequences, that kind of thing. Number two, by the way, that's where most salespeople stop. Number two, uncovering and co creating a desirable future state. Okay, so now you're building a contrast between a painful present and a desirable future. When you build that contrast, the feeling of value emerges. Okay, Value comes from contrast. Painful presentation, losing money, negative ramifications, desirable future state, get them to dream, get them to imagine. Now, the third and final component of value selling is showcasing to your buyer that your product can close the delta between a painful present and a desirable future. Right? Because if you only do the first two, you may have generated the feeling of desire to close that delta. But if they don't have both, belief, belief that you can solve their problem, you're not going to get paid, you're not going to close the deal. So those are the three elements of value selling in the simplest terms. Number one, uncover a painful present state. Number two, build a desirable contrasting future state. And then number three, showcase to your buyer that your product or solution or service can close the delta between the two. So if you want to hear more B2B value selling tips that can grow your income, give you the best W2 you've ever had, and close more deals, just comment B2B and I'll keep videos like this one coming your way.