Does your Sales Team know how to discuss value?

By Suzanne Burgess

Price is what you pay – Value is what you get. — Warren Buffett

There is no such thing as absolute value in this world. You can only estimate what a thing is worth to you. – Charles Dudley Warner

The ability of a salesperson to articulate the value of his or her product or service is a vital skill that is often not mastered as well as it ought to be. It also needs to be articulated differently in each sales situation, depending on who the salesperson is speaking to.

At your next sales meeting, go around the table and ask each member of the sales team to articulate the value of one of your products or services to a person involved in the buying decision i.e. a financial decision maker, an operations manager etc.