Value Investor

Likes

Long-term value, margin of safety

Dislikes

Short-term hype, speculation

Recommended sales approaches

• The Bundle Bundle for perceived value and higher ticket.
• The Complete Solution Complete solution for the problem.
• The Consultative Ask discovery questions first; position your solution as the answer to their stated needs.
• The Contrarian Challenge the common approach; stand out.
• The Cost of Inaction Spell out what inaction costs them.
• The Cross-Sell Sell related product to existing customer.
• The Fast Speed and performance.
• The Handwritten Handwritten note or personal touch.
• The Hook Start with a bold claim or story hook.
• The Jingle Catchy phrase or jingle (if applicable).
• The Local Local business or sourcing.
• The Reciprocity Give value first (content, help), then ask.
• The Secure Security and compliance first.
• The Simple Simple and easy.
• The Veteran Years of experience.