Value is perhaps the most illusive word in sales.
Everyone will tell you how important it is; very few can tell you what it is. I’ve already gone on ad nauseam about my distaste for the words “added value.”
I recommend you leave them out of your sales lexicon forever. “Added value” has an evil twin: “value add.” Neither of which can be defined in terms of what the customer actually benefits or profits from.
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Read more in today’s Small Biz Strategies column by Jeffrey Gitomer.
