Selling Value and Not Solutions with Sara Larsen #358

In this episode we meet Sara Larsen, a tech sales professional from Stockholm who speaks with authority on how it’s the value, not the solution that catches the buyers eye. It is the responsibility of the seller to show how their product or solution fits in the context of the buyers business. Showing the value is the surest path to generating applause at a demonstration. When it comes to B2B sales and selling tech, Sara and Pat babble about the presentation process and the importance of selling value over tech solutions.

Technology of Selling Value

Take collaborative approach when presenting to a group. This provides buyers with a strong sense they are controlling the conversation. In reality, it’s the seller who has set the stage AND in control. They did this by enlarging their credibility to a level where the buyers trust what they hear without needing to see a complete demo with their own eyes. This turns sales demos into a conversation about value. The seller is selling value, not a canned solution.

Take Action

If you’re bored with what you’re selling, you will never be successful. You must love the process, product and clients to truly excel. Find a product that touches your heart. Don’t be that seller who is working at the wrong company. Find a job that fits, today.

How To Find Sara Larsen

Sara is a strong proponent of video outreach, using technology that shares the whole person. If you connect with her, she will respond using Canned.me. To connect with Sara…..

Follow these links:

– Website – www.canned.me
– LinkedIn – https://www.linkedin.com/in/larsensara/

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Past Episodes on Selling Value

Headliner Audiograms

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Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques.

Pushy sales doesn’t work! The key is to build trust over time. What tools do we use? LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

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