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Legendary119

International Business Development Manager

Praised Answer
Good Citizen

Value Selling

Hey everyone, was wondering about others experience selling on value while traditional methods are cheaper. Any advice or stories would be appreciated. I am in construction sales, so often the value comes from saving man hours or logistics.

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SADNES5
Politicker
4
down voters are marketing spies
Long term value is for owners, stakeholders. 
Short term is for the front lines/bonus bunnies. 

Know your audience. Know who you need to speak with about what you can bring to the table for their benefit. 
allsaasnobrakes
Member
1
Growth Account Executive
+1 Aviation
FromaBlankPerspective
Politicker
3
District Manager
I work for a company that has rarely been the cheapest in our market. One of the things we do really well is quantify the soft and hard costs to show a real ROI. So for example, we take the average salary for one of our users, figure out their time save over the course of a year and then put a $$$ to it. Repeat for each type of user. It takes awhile to gather all of the information (and you need an engaged buyer) but it always paints a great picture!
Ace
Arsonist
0
CEO
I will be always up for value selling! It goes a long way and retention rate is high!

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