Show me the value
“You’re too expensive.”
“We’re cutting your budget.”
“I haven’t got time to speak to you”
When everyone’s cutting back and saying no, how can we show our internal and external customers that we’re worth it?
The answer? Demonstrate value.
This workout provides techniques to uncover, create and communicate value. Discover how your offer matches up to what your customer (or colleague) really values, and learn how to convey this value in the most compelling way.
At the end of this workout you will have:
- Understood what value really means.
- Learnt how to uncover value by comparing your offer with what the customer really wants.
- Practised creating more value by reframing or refocusing.
- Discovered how to demonstrate real results that will close the deal.
- Explored ways to convey value using cold, hard figures