Value Isn't Value Until the Customer Says So
About this episode
Kelly Riggs discusses the true meaning of value in sales from the customer's perspective and how sales professionals can better understand and communicate it.
What does "adding value" actually mean? In this episode of Sales [UN]Training , Kelly Riggs challenges one of the most overused phrases in sales and explains why many sales organizations struggle to define value from the customer's perspective. While salespeople often believe they're communicating value through product features, quality, or service, customers make buying decisions based on something much different. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Kelly explores why price objections aren't always about cost and how perceived value determines whether customers see your solution as worth the investment. He explains why sales professionals should spend less time defending pricing and more time uncovering the outcomes customers actually care about. Throughout the conversation, Kelly shares practical examples of how successful salespeople uncover emotional buying drivers, create stronger customer conversations, and position their solutions around the problems customers are trying to solve—not simply the products they're selling. He also discusses why buyers willingly pay premium prices for predictability, consistency…
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