Clients Must Validate "Value", Not Salespeople Saying They Provide "Value" Selling Their Products and Services

If you have worked in the sales industry for at least 5 years, you have heard of the phrase or have used the phrase “I want to provide value to my prospects and clients.” Many sales organizations tell their reps in training that the company’s products and services provide value. So sales reps repeat this word “value” or use the word “value” in some kind of way to increase their hopes prospects will buy and become clients. And the majority of sales reps use the word “value” indiscriminately. Meaning, sales reps mostly use the word becomes it sounds great…or they think prospects will be more likely to do business than not do business. Listeners will gain a little insight of the level of detail we at 321 Biz Dev LLC put into developing a sales system that leaves no stone unturned. It’s communicating topics such as understanding words and phrases using like value that gives white collar small business owners a competitive advantage to be first, not last. The overuse of the word “value” is similar to the cliché “taking your business to next level”. I know listeners have heard this phrase “taking your business to the next level” used a million times in training sessions or at motivational speaker seminars.