13 - Understanding Value

What are the three components of "What's In It for Me?" (WIIFM)?

• Wants, Interests, Needs

• Features, Advantages, Benefits

• Satisfaction, Experience, Culture

Why is understanding value important?

• It increases customer satisfaction

• It helps build a lasting and impactful mindset and culture

• It enables businesses to shift their value perception at any moment during the purchase process

• All of the above

What are the three steps to creating value in sales?

• Ask, Analyze, Advise

• Listen, Learn, Act Accordingly

• Share, Solve, Summarize

What is the role of a salesperson in creating value?

How can a salesperson help a prospect better understand their needs?

What is the "Soft Yes" technique?

Why is the "Soft Yes" technique effective?

• a. It helps the salesperson gain buy-in throughout the call

• b. It helps the customer be more agreeable when it's time to buy

• Both a and b

• d. None of the above

What does it mean to listen both Receptively and Reflectively?

What is cross-selling in the context of marketing, and how is it different from upselling?

What are two things you need before creating urgency?

• Their phone number and best email

• A relevant solution and upfront payment

• Established crediblity and a relevant solution