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Friday, December 11, 2009
Showing value to prospects

YOU can show your prospect value.

Your prospect must see value in meeting with you. You must sell the value he or she will receive by meeting with you, not the value of what you are selling.

What does it mean to show the value of a meeting?

It means selling the value of information.

It means valuing prospects’ time.

It means selling the value of being informed.

Sell the value of the information
You shouldn’t be trying to sell your products and services when making an appointment; instead, sell the value of the information you will be giving the prospect when meeting with him or her.

Value prospects’ time
Let prospects know you value their time and that you believe that the information you have for them will be worth the time they will spend with you.

Sell the value of being informed
The first sale that is made in the sales process is the appointment. Prospects will not “buy” the idea of meeting with you if they don’t see value in doing so.

Remember what Jim Rohn and Johan Wolfgang van Geothe said about selling the value of time and information:

You don’t get paid for the hour. You get paid for the value you bring to the hour.
Jim Rohn

Every second is of infinite value.
Johann Wolfgang van Goethe

Gary O'Sullivan
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