Demonstrate Value to Your Customer, in Euros

"We deliver quality." "We provide peace of mind." "We think along with you." These are nice words, but they're meaningless to the customer. Because value that isn't measurable isn't value; it's just a claim.

#Why Vague Value Doesn't Sell

A customer cannot make a decision based on "peace of mind." They can make a decision based on "this currently costs you 12 hours per week, and this will solve it." The difference is concreteness. The vaguer your value, the easier it is for your price to seem too high.

#Start with the Cost of Doing Nothing

The strongest value isn't in what you deliver, but in what it costs the customer to maintain the status quo. This is called the impact, and most salespeople skip it.

So, first ask: what does this problem currently cost? In time, in lost revenue, in risk, in hassle. Let the customer articulate it themselves. A number they name themselves, they will believe. A number you name, they will doubt.

#Make It Personal, Not Generic

"Our customers save an average of 20 percent" says nothing about this customer. "You are currently losing three deals per month on this point, and each deal is worth 8,000 euros" resonates. Translate your value into their situation, their figures, their language.

#The Calculation the Customer Makes Themselves

The most powerful value proposition is one the customer completes themselves. You ask the questions, they do the math. "How many of these conversations do you have per month? And how many of them are currently getting stuck? And what is such a deal worth on average?" By the end, they've created their own business case, and that sells better than any slide you present.

#Only Then, the Price

Once the value is concretely on the table, in euros, your price becomes an investment instead of an expense. 10,000 euros is a lot. 10,000 euros to solve a 50,000 euro per year problem is cheap. Same price, different context.

#What You Gain From This

Stop claiming value and start calculating it. Make it concrete, personal, and ideally, filled in by the customer themselves.

If you want to see the complete approach, from diagnosis to value, read more at salesowl.io/methode.