Pricing Table Topics: 7 of Clubs – Help the Buyer Understand the Value of Solving their Problem (opens in new tab)

This one is the 7 of Clubs from the Selling Value card deck. Anytime you're in a sales situation, we think to ourselves, Hey, we need to be selling against our competition. We need to point out why we're better than our competitors. Yeah, and maybe we do. I'm not going to say we don't need to do that. However, if we take the time to help the buyer understand, what's the underlying problem they're truly trying to solve? What's the value of solving that problem? And how it is that we help them ...