Understanding Value in Sales

This lesson explores the concept of value in sales, highlighting two key types:

Types of Value:

• Logos Value: Logical, measurable value (dollars, ROI, numbers)
• Pathos Value: Emotional value (how something makes you feel)

Key Insights:

• Decisions are made first in the emotional part of the brain (right side), then supported by logic (left side)
• Research with brain scanners confirmed this decision-making process
• "Price is what you pay, value is what you get" - Henry Ford
• "You never lose a deal on price, only on not selling enough value"

Effective Value Presentation Strategy:

1. Always uncover and present value BEFORE discussing price
2. Build up both logical and emotional value components
3. Think of it like a scale - pile up value on one side so the price appears small in comparison
4. Avoid presenting price first, as this puts you in a defensive position

The speaker emphasizes that successful selling requires addressing both the emotional and logical aspects of value to align with how people naturally make decisions.