Positioning Value Over Price | Selling on Value, Not Pricing | скачать в хорошем качестве

Positioning Value Over Price | Selling on Value, Not Pricing |

Victor Antonio emphasizes that effectively *positioning value over price* is crucial in sales, especially when customers are focused on discounts due to tightening budgets. It introduces the "Dear Me" formula, a method for *guiding customer thinking* through strategic questioning, much like a magic trick where the audience is led to a predetermined conclusion. The core idea is to make customers *"constructively discontent"* with their current situation by highlighting what they are losing, rather than solely focusing on the gains offered by a new product or service. This involves **collecting relevant data**, understanding customer expectations, performing a **gap analysis of current versus desired outcomes**, and ultimately revealing the significant **financial and other costs of inaction**. By doing so, the source suggests that salespeople can **shift the customer's perception from price to value**, making the offered solution appear as a justifiable investment rather than an expense.