Time is the one resource that is limited.
Everything else can replaced or remade.
When we begin to realize this, and more importantly, when our customers begin to understand this, it can change dramatically the value of what we are offering.
Does your price reflect the true value of time in the minds of the customer?
Two questions we need to be continually asking ourselves are:
Does what you provide give the customer more time?
Can you service the customer faster than others?
When we know the answers to either or both, then we can begin to change how we present what we’re selling to our customers.
If what you provide will allow the customer to have more time, then it is essential we ask questions that get the customer thinking in this direction. In fact, this one piece alone might be all you need to significantly increase the value of your offering.
To help bring credibility to the idea of saving or creating time, set up a process where you can track and record what other customers have been able to achieve. Having this information will not only enable you to be more confident, but also will help the customer feel more comfortable.
Second point deals with being able to assist the customer faster than a competitor.
For the customer up against a specific deadline, this can be significant. Key here is to understand how to value this by determining if this is a one-time opportunity or a long-term issue you can assist with. Knowing the answer to this will help you know how to deal with the customer.
The beauty of time is it can impact nearly every selling situation. With this being the case, it only makes sense we know how to use it and how to make the most of it with our customers.
My overall opinion is the more you can tie what you are offering to time, the higher the price you will be able to achieve.
Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.
