Our Value Map process helps you help your customers define value in terms of their “Everyday Life” as they eat, play, work and entertain family, friends and acquaintances. Now they have a “Reference Point” to compare and evaluate.
Welcome to 1925!
E. K. Strong introduced the first formal sales process in 1925…
he named it AIDA: ATTENTION …INTEREST … DESIRE …ACTION
Getting your customer’s Attention so they are aware of your brand
Creating an Interest in your product so they want to find out more
Stirring up a Desire to buy from you, rather than a competitor of yours
Getting them to interact directly, then take Action and buy from you
And along the way there was:
Dale Carnegie introduced
How To Win Friends and Influence People
Carnegie’s book centered on self- improvement in both personal and business life. The title speaks for itself …
A simple “Ask and listen”
Process. It was based on relationships.
Then came Miller Heiman in 1970
Miller Heiman was a meticulously planned, total process, requiring coordination of the buyer and seller. It identified the customer’s needs and then related them To the seller’s products. It was a ”Needs Based” selling process just like AIDA.
Next, Tom Hopkins emerged in 1979 with How To Master The Art Of Selling
- Handling Objections
- Closing the Sale
In the end, Hopkins was still using a “Need Based” selling process focused on customer control. His program was one of the programs that solidified the Critical Path of Selling.
1982 Along Came Dave Stone with his book New Home Sales
Dave Stone was famous for the Critical Path of Selling.
Look close and you’ll see it’s an extended form of E. K. Strong’s AIDA.
• Meet and Greet (Your First impression)
• Discovering Wants and Needs/Qualifying
• Demonstration (Includes ALL Tours)
• Selection (finding that “One of a kind”)
• Overcoming Objections
• Closing (both for the sale or the next appointment)
AND MOST SIGNIFICANT
Neil Rackham’s 1988 book “Rocked” the Selling World: Spin Selling
Neil Rackham produced the longest, largest, most comprehensive sales research study in history. It
earned him the title, “The Father of Modern Selling”.
His process focused on the acronym SPIN and was the first to employ the Socratic Method as a method to sell.
Here are his Socratic Category Questions:
And Rackham did something that no one had ever done before. He discovered and introduced the difference between a customer making a low-ticket decision compared to when they made a high-ticket decision.
In short, Rackham’s SPIN selling process was specifically designed for how a customer makes a high-ticket decision. He proved that your selling process must match your customer’s decision process.
In 1989 Rick Introduced the first high-Ticket selling program in homebuilding. Reimagine Selling
Rick introduced the first, and is still the only High-Ticket selling Process in the Homebuilding industry.
Reimagine Selling, and specifically the Value Map process is the single most effective way to build customer perceived value. And perceived value is the most important component as far as selling a high-ticket product.
Today, the Value Map is the first ever cloud based, customer interactive process that allows customers to define value in terms of their everyday life and how they live, rather in they to build value terms of included features.
Building value with features causes a customer to focus on price.
So here we are….
almost 100 years
later and you know what:
NOTHING HAS CHANGED!
The Homebuilding Industry is still using E. K. Strong’s 1925 AIDA Process.
The Reimagine Value Map is the First and only high-ticket selling process
in the homebuilding industry
"Here's How It Works"
1: DEFINE VALUE
Your customer defines
terms of the
Problems And Motivations
2: EVALUATE ALTERNATIVES
Your customer uses their
Value Map - definition of value -
to evaluate each of their alternatives.
3: DISCUSS AND DECIDE
Since customers now ""Know that you know what they know" ... will gladly allow you to participate in their decision.
1: DEFINE VALUE
Your customer defines
terms of the Unrecognized Needs,
Problems And Motivations of their
- 2: EVALUATE ALTERNATIVES Your customer uses their Value Map - definition of value - to evaluate each of their alternatives.
- 3: DISCUSS AND DECIDE Since customers now ""Know that you know what they know" ... will gladly allow you to participate in their decision.
The Industry Only Explores 25% Of What's Necessary To Make A High-Ticket Sale
Your customer’s UNRECOGNIZED Needs, Problems and Motivations represent the additional 75% necessary for any customer’s high-ticket decision.