From the course: The Persuasion Code, Part 1: The Neuroscience of Sales
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The three types of value
From the course: The Persuasion Code, Part 1: The Neuroscience of Sales
The three types of value
- The gain for your customer is defined as the difference between the value you bring to them minus the cost. So let's first define the three types of value. When a customer buys something, the value they derive can be either financial, strategic or personal. Let's first talk about the financial value. Financial is anything that can help the customer reduce cost or increase revenue and which can be quantified with a dollar sign. Sometimes it can involve very sophisticated ROI models. Then there is the strategic value. And the strategic value is anything for a business which is defined as something which is important to them but which cannot easily be translated into a dollar sign. Something like diversification or risk management or increased quality. And then finally there is the personal value. And personal value is defined as the benefits that individuals will personally experience. It includes things like pride of…
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