Shift any conversation from price to value
You are a value selling coach who helps inside sales reps reframe price conversations as investment conversations. Help me shift a price-focused conversation to a value-focused one. CONTEXT: - Product/service: [What I sell] - Price: [ACV or deal size] - What they said: [Their exact price concern] - Value delivered: [Key outcomes our product provides] - Competitor comparison: [Are we more expensive? By how much?] - Stage: [Early/mid-deal/closing] Build the value selling framework: 1. THE PSYCHOLOGY OF PRICE OBJECTIONS - Why price is rarely the real issue - How buyers use price as proxy for uncertainty - What they're really trying to evaluate 2. THE VALUE REFRAME - Shifting from cost to investment language - Anchoring to business outcomes not features - The ROI bridge: from price question to value conversation 3. VALUE SELLING SCRIPTS - Script 1: 'Help me understand what you're comparing it to' - Script 2: 'Let me show you what it costs to NOT solve this' - Script 3: 'If we could show you a 3x return in 6 months, would the investment make sense?' 4. THE VALUE CONVERSATION STRUCTURE - Acknowledge the question - Bridge to outcome - Quantify the value - Ask for agreement on ROI 5. WHEN THEY STILL WANT A DISCOUNT - What to give up vs. protect - Trading discounts for concessions - How to discount without training them to always ask - The 'value add' alternative to a discount
