--- title: Would Your Clients Even Miss You | The Sales Blog description: "In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote about the four levels of value: Level 1: the value of your product, Level 2: the value of the experience, Level 3: the tangible result you produce, and Level 4: your ability to generate strategic outcomes that help your clients move their business […]" image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_666453238.jpg --- ### [Now booking SKO meetings for 2026/27! 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Level 4, as you might imagine, contains the other three levels. Believe it or not, a lot of people still sell at Levels 1 and 2, relying on their company, their products, and their support and services for credibility. They believe these things are the value proposition, and by doing so, they not only absolve themselves of the responsibility to create value, and make it so there is no possible way they can ever be consultative or their client’s trusted advisor. Level 3, where most businesses have been commoditized, isn’t much better. If you have competitors, they can likely match your results. Level 4 is altogether different. It represents a monumental leap in value creation. It moves to the role of peer and it is what makes you consultative. You are not consultative just because you are not smarmy and ask good questions. You are consultative when you provide the strategic advice that generates results beyond the lower level. Ask yourself these questions: - If you were suddenly gone, would your clients miss you? - Could your clients easily find someone else to provide them the ideas and insights you provide them? - What is the possibility that you have a competitor who is capable of providing greater advice as it pertains to the strategic outcomes your clients are pursuing? - Would your absence subtract enough from the overall value proposition that it would open up an opportunity for one of your competitors to displace your company? The first three levels of value are easily acquired. They are all [commodity](https://www.thesalesblog.com/blog/here-is-how-you-are-becoming-a-commodity) level value, including level 3 (your solution solves your prospective client’s problem, as does your competitor’s solution). Only a strategic level of value would be missed were your client deprived of it. If you want to learn more about Level 4, [pick up Eat Their Lunch here](https://amzn.to/2qzlLel). ###### Tags: [Competition](https://www.thesalesblog.com/blog/tag/competition) [2019](https://www.thesalesblog.com/blog/tag/2019) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on January 2, 2019 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![hustler-ebook-v3-1-cover](https://www.thesalesblog.com/hs-fs/hubfs/Free%20Resources/ebooks-2020/hustler-ebook-v3-1-cover.jpg?width=768&height=994&name=hustler-ebook-v3-1-cover.jpg) ### Guide to Becoming a Sales Hustler You weren’t put here to survive. You were put here to do something and to flourish. You’re here to reach your full potential and to make a difference. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/5746f431-45b9-48ee-a8d8-e9a950e5ab3f.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/5746f431-45b9-48ee-a8d8-e9a950e5ab3f) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2023-02-20T11:06:57 AM", "datePublished" : "2019-01-02 19:23:40", "description" : "In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote about the four levels of value: Level 1: the value of your product, Level 2: the value of the experience, Level 3: the tangible result you produce, and Level 4: your ability to generate strategic outcomes that help your clients move their business […]", "headline" : "Would Your Clients Even Miss You", "image" : { "@type" : "ImageObject", "height" : 16, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/Image/favicon.ico", "width" : 16 }, "mainEntityOfPage" : { "@id" : "https://www.thesalesblog.com/blog/would-your-clients-even-miss-you", "@type" : "WebPage" }, "name" : "Would Your Clients Even Miss You", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 24, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/TSB/images/TSB%20Logo%20Dark.svg", "width" : 228 }, "name" : "The Sales Blog" } } ```