Visit The Value

Value is a noun and it is essentially what you have to offer. Value, in reality, may be all you have to offer in the eye of the customer and prospect. Value is something that you can position as a unique "thing" in its entirety or in its' degree of differentiation. Perhaps you offer something so unique that no other provider can match your offering or perhaps you add a measure of difference significant enough to demonstratively separate your product or service from your competition. Your task is to know the value inside and out. Start by learning as much as you can because product knowledge is paramount to your ability to both position your value and overcome the objections during the sales process.

Value is the "thing" that demands continuos internal evaluation. Consider this: While you may not see anything that obviously needs improvement, you are typically not employing your value, with the same risks, the same way as your customers are. Each and every time your customers employ your value they are making a value-judgement and as a result are moving closer or farther away from your valued relationship and necessary commitment. The "Value" can be improved only by actively researching where the "Value" currently stands. Then you must define what needs to be done to measurably improve the "value". Always ask "why" first then move on from there. Visit the "Value" it is some of the most valuable time you can invest.