Impact Pricing

Boy, there's no way I can completely explain this impactful insight in a brief conversation. But understand, if we can get our salespeople to shift from talking about our features and pushing our products to instead selling the value of our products to our marketplace, our salespeople learn to talk about the problems that we're going to solve, the results that our buyers are going to expect to achieve, this does magic in terms of the sales cycle and the end of the sale. Because when we truly resonate with our buyers and their problems and hoped for results, we're going to win more deals. We're probably going to win more deals even at higher prices, which is the key point. And if buyers are truly comfortable, they'll make decisions faster, shortening our sales cycle, and once we learn to think this way, we can look for buyers who have those problems. Selling value seems to be this magic elixir to driving up ASP's, revenue, and profit. We hope you enjoyed this memecast. This impactful insight came from the book, Selling Value, which I wrote to help salespeople win more deals at higher prices. If you have any questions or feedback, please email me [email protected]. Now go make an impact. Connect with Mark Stiving: Email: [email protected] LinkedIn: https://www.linkedin.com/in/stiving/

Orvel Ray Wilson is co-author of the book, "Guerilla Selling", and five other books in the "Guerilla Marketing" series, the best-selling marketing series in history. He is a Certified Speaking Professional, a coach to those who want to build their practice as an author, a speaker, and a thought leader. Through The Guerilla Group, he helps professionals build and grow their business by focusing on writing, stagecraft, and marketing. Orvel Ray is Mark Stiving's personal business coach. In this episode, Mark and Orvel Ray talk about the former's newly released book, Selling Value, as they both share stories in all ways connected to his account. Why you have to check out today's podcast: Learn about the importance of translating what matters to your customer into something of real value, like measurable dollars Discover what the book, Selling Value, is trying to show salespeople Find out how the Guerilla series was able to move a lot of people, including product managers, product marketing, and other VAs "If you're closing more than about 70% of your opportunities, you're not charging enough." – Orvel Ray Wilson Topics Covered: 01:55 – The story of how Mark and Orvel Ray met 02:40 – Working with Mark for his book, Selling Value: Taking note of what's important to your customers 06:19 – What the book is showing salespeople how to do + how the 'Will I? In which one?' concept came to exist 10:03 – Orvel Ray's friend, Jordan, who was able to close an $85,000 deal as he learns from Mark's book 14:59 – Why should salespeople and pricing people care about selling value? 18:14 – Send Orvel Ray a message and get one free hour of free consultation on how to become a speaker and/or an author. 19:20 – Orvel Ray's piece of pricing advice 21:43 – What anchoring is all about Key Takeaways: "Salespeople need to understand how this really works, not only to convey and do the math and show them that this is a good investment, but to do that in terms that are important to them." – Orvel Ray Wilson "I might have 100 good reasons why you should buy my product, but your decision is going to hinge on the three or four reasons that you think are important. And if you can isolate what those are and sell to those, then two things happen – one, the sales process is a lot simpler, and your offering is going to be irresistible." – Orvel Ray Wilson, Guerilla Selling "Many times, we fail, we lose the sale, not because our product isn't a good fit, or because we don't have superior technology, or aggressive pricing, but simply because we haven't got the customer to make the 'will I?' decision in the first place." – Orvel Ray Wilson "Just putting this technology in the hands of your sales team is going to make an immediate and measurable impact, as I've already said, and certainly more so than any other sales book I've read recently; and I've read them all." – Orvel Ray Wilson "Build value, include everything, load up the table like it's Thanksgiving dinner, and then if you have to talk about reducing your fees, you can take things off the table and still defend your value." – Orvel Ray Wilson People / Resources Mentioned: Selling Value: https://www.amazon.com/Selling-Value-Deals-Higher-Prices/dp/1737655217/ Houghton Mifflin:https://www.hmhco.com/ Guerilla Selling: https://www.amazon.com/Guerrilla-Selling-Unconventional-Weapons-Increasing/dp/0395578205/ Impact Pricing: https://www.amazon.com/Impact-Pricing-Blueprint-Driving-Profits/dp/1483489701/ Patricia Fripp: https://www.youtube.com/user/PatriciaFripp Connect with Orvel Ray Wilson: LinkedIn: https://www.linkedin.com/in/orvelray/ Email: [email protected] Website: https://guerrillagroup.com/ Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: [email protected]

This is an Impact Pricing Blog published on April 20, 2022, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/selling-value/ If you have any feedback, definitely send it. You can reach us at [email protected]. Now, go make an impact. Connect with Mark Stiving: Email: [email protected] LinkedIn: https://www.linkedin.com/in/stiving/

It's absolutely true, people don't buy products, they buy solutions to problems. When we talk about our products, when we talk about our features, that doesn't truly resonate in the minds of our buyers. Instead, what we need to be doing is talking about the problems that we're going to solve as well as the results a buyer might achieve. When we can capture their attention, recognizing the fact that they have a problem and getting them to agree that they have that problem, and then describing the results they might be able to achieve by solving that problem, now we're getting their attention. These are things they can truly value. And by the way, maybe we're solving more problems than they originally thought they were when they were looking for a product like ours. When we truly understand problems and results for our marketplace, and we can talk to our customers that way, our customers then perceive a lot more value, which means we can win these deals at higher prices. And that's really the whole point. We hope you enjoyed this memecast. This impactful insight came from the book, Selling Value, which I wrote to help salespeople win more deals at higher prices. If you have any questions or feedback, please email me [email protected]. Now go make an impact. Connect with Mark Stiving: Email: [email protected] LinkedIn: https://www.linkedin.com/in/stiving/