How to Instantly Increase the Perceived Value of Your Offer | [RERUN] Bob Britton - 1917

What It Covers

Bob Britton explains how to increase perceived value in sales by identifying business drivers, creating movement beyond improvement offers, and using specific metrics rather than round numbers to build credibility.

Key Questions Answered

• •Customer Research Questions: Ask prospects one specific thing they hate about your industry or service to uncover actionable feedback. This direct approach reveals top concerns and differentiation opportunities competitors miss through generic questioning.
• •Three-Step Value Framework: Build offers using business drivers (what decision makers care about), movement (positioning as new versus improvement), and metrics (specific numbers like 8.6% instead of rounded 5%) to create compelling differentiation in crowded markets.
• •Pricing Psychology: Use precise pricing like $98.68 instead of round numbers to signal thorough calculation and value justification. Explain the specific number came from detailed analysis to position yourself as transparent and customer-focused rather than arbitrary.
• •Implementation Speed Value: Time to market or implementation speed often matters more than cost to buyers. One software client reduced implementation from $10,000 quoted elsewhere to lower cost and faster delivery, winning the deal on speed alone.