The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Value is in the eye of the buyer, and because assessing value is not as simple as it sounds, companies often get this wrong. Ken Rutsky specializes in helping companies tell their story in a way that connects it to the customer. He says that value is all connected to the stories we tell. Defining value We're trying to sell something. Essentially what we're doing is making a trade of the two things they value the most in order of least to more. Money is the thing everybody values, but often buyers value their time even more. They value the time they spend understanding, evaluating, and implementing a solution or a product. We're asking our buyers for two rare commodities, so we have to deliver something that is equal to or hopefully greater in value. As a result, the simple definition of value is what will the customer open his wallet and pay for? Many sales reps perceive that they are creating value but that may not be the case because assessing value is not as simple as it seems. Perceived value Ken said tha