Ability to Appreciate Value

How Do You Deal With Someone Who Doesn’t Appreciate Value?

It could be price, time, energy, etc. First of all, you have to help them attach value to your proposition. It's simple. I call it 'drilling'. Have them tell you what the problem is that they are trying to solve and start drilling.

It could be they are looking for an updated computer system. Ask them why they are looking for a new system. They may say because the old one is slow. Ask them why that is a problem. Pause right here: You may be thinking right now, "That's ridiculous! It’s obvious why that's a problem."

That can be a very costly assumption in terms of lost sales and lost negotiations.

The most common mistake that even experienced sales people make is 'assuming' that the prospect is able and willing to 'connect the dots' as to why they really need to make the purchase.

You need to drill down and do it for them. Remember this is a person who has lost the ability to appreciate value. They may have gotten tons for nothing. They may have never experienced anything of value in their life that they had to give anything for. They may be spending someone else's money. They may just be clueless.
So, ask at least three or four questions until you get to the emotional reason why they are looking to buy in the first place.

In answer to, "What has been the problem with slowness?" they may say, "We have to constantly deal with delays and downtime." Then ask, "Has that been a problem lately?" "Yes." "Give me an example." As they then relate to you their latest nightmare, they will now re-experience the frustrating emotion that occurs each time their computer dies. You will see it in their face and hear it in their voice. NOW they appreciate the value.

You see, fixing THAT problem has way more value than buying a new computer. Make sense?

For some of you at this point, your 'little voice' is possibly saying, "That's silly. Any fool can see what the problem is." Costly assumption. And it has nothing to do with the intelligence or sophistication of your prospect. They've got tons of stuff going on in their lives that may blur the situation.

Your 'little voice' may also be saying, "I don't want to be rude or be seen to be asking so many prying questions!" That's your stuff...not the prospects. They are happy for you to go 'into their world.' It may be your level of comfort to connecting with others that could be the issue. Don't let the 'little voice' stop you on this one.

In psychology, a psychologist has the patient recall incidents in their lives when they had an upset or until they get to the original incident that caused the psychosis. At that point they are able to clear it up. The same is true in sales or in any relationship where you are trying to get someone to take action, buy, see your point or make a decision.
Once you get them to the incident(s) or emotion (s) that caused the original pain, you have attached tremendous value to the solution. Screaming customers and frustrating delays accompanied by pounding fists on the computer has a lot more emotion and more value attached to it than just replacing a system.

If you get good at this, you will not only close more deals, but will rehabilitate your prospect's ability to assess value properly. $10,000 for a system may be a lot. But eliminating the frustration and horror stories is priceless!!

The flip side of this is that if you have trouble selling your goods or services, you may not have full congruence on its value. That could be why others are not attracted. Remember that the biggest objections are in YOUR head. If you get lots of price objections, it may be that YOU have the issue with appreciating value.

On the other hand, if you are 200% convinced physically, mentally and emotionally that the value far exceeds the price, you will hardly face or be fazed by cost objections.
This is not just true for handling price. This is true regarding ANYTHING that you want in your life that you have to negotiate or sell for.

If you want to have great players on your team, you have to learn how to appreciate the value of other people! Do you acknowledge them? Are you in equal or greater exchange with them? If you are, you will be a magnet for great people. If not, you will be alone.

Becoming a magnet for wealth, resources, relationships and great people is a function of your ability to know, embody and demonstrate a true appreciation in the value of all of those things. How do you demonstrate it? Actively exchange value for what you receive. It may be money, time, love, acknowledgement, service or even thoughts.

The biggest point that I want to make is this...

That's right! Most of all, never devalue you, no matter what anyone else says or ever said. Because if you do, others will as well. You are the most precious commodity that you possess.
When you do, those things of value will come streaming to you... people, money, energy, time and relationships. You will find fewer and fewer people objecting to your propositions. You were meant to be wealthy.

Be Awesome,

Blair