How to sell value over price effectively
One thing I learned the hard way…
PEOPLE WILL ALWAYS HAVE MONEY FOR SOMETHING THEY ACTUALLY WANT!
If the prospect has a problem with the price, It’s because you failed to make him realize the value of it.
He didn’t feel any sort of urgency in doing the transaction with you.
(However, some people are just plain pain in the ass and you can’t close everyone so brush it off and move on.)
You got to learn to SELL value.
In today’s market there’s lot of ‘product parity’, lot of similar products which confuses customers and delays their decision making.
What’s the solution?
In business, it’s the small changes ( I call it innovation) that bring in the biggest growth. In case of “selling” sell your audience the value of the product/service.
Innovation is really a daily habit, whereby you constantly reassess what your customers need now, and what they will need in a few years. It requires anticipation, and a determination to never stop identifying new opportunities to serve your customers better through fresh and inventive approaches.
Come up with powerful reasons to innovate.
And as Tony Robbins puts it up, remember innovation comes in many flavors—it’s not just about high-tech advances or efficiencies in your process. You can innovate how you approach your relationship with your customers, or add a new voice or perspective that sees your products and services in a new light.
Here are few pointers you can work on to sell value of your product/service
- Insight – Share information they don’t have,
- Perspective – New options they can’t think of.
- Navigate alternatives – Help them in the joourney
- Avoid minefields- Help them to avoid making bad decisions
- Help them sell it to their management, team members, employees…
- Justify the actual purchase
- ROI & TCO (Total Cost of Ownership)
Have a compelling vision for the future of your products, services and delivery & then only will you be able to effectively hit your target.
LINK YOUR PRODUCT FEATURES TO YOUR SALES NUMBERS
The world’s most successful companies are constantly examining the relationship between their products and buyer behavior. Are there ways you can adjust your product to encourage higher frequency of repurchase? What changes can you make to increase your number of customers and dollars per sale?
Incremental improvements can generate geometric sales growth.