Price seems to be what MOST people talk about, but there are some real hot points for 4 points for selling value over price. In fact, I’m going to tell you that they aren’t hot points as much as they are “make sense points”.
Deep down, people want to be sold. Buying makes people feel powerful, and as if for a moment in time they have total control. They do, even if they don’t realize it yet.
However, what you may not know is what people are really thinking. People are always thinking about what they are really getting for the money they spend.
When you own your own business, and I do, you constantly think of ways to get your ideal buyer to choose you over the competition.
Here’s the good news; you can get them to choose you every time, if you give them a ton of VALUE. You can get prospects that are focused on your price AWAY from that whole mess.
4 Points for Selling Value Over Price (You just gotta do one thing.)
Draw attention to what matters most. Today, I’ll share those hot points with you so that you’re always selling value over price!
How to Start Selling Value Over Price
Let’s get one thing straight; without your customers you wouldn’t have any income. It’s that simple. So, doesn’t it make sense to focus on them?
- It’s all about them. Your focus should shift from product to customer. Listen to them talk, and let them tell you about their life. Once you give them the floor, you’ll have everything you need to sell your product. Keep this in perspective. It’s about listening first, and then building a case for what you are offering. Build rapport!
- Let your prospect define the value. Every person has a reason that they value what they purchase. This means that they will tell you how valuable your product or service is to them if you ask the right questions. You don’t need to give them the laundry list of why your product or service is so valuable. Let them tell you!
- Have conversations that hold value. Did you know that the more someone talks the harder it is to take them seriously? One of the foundational principles of selling value over price is that you not only listen, but you have a real conversation with your prospect. If you start selling them from the very beginning, they won’t want to listen to you. You’ll be perceived as desperate and pushy. Have a conversation with them, and give them time to share all of the reasons with you that they truly want and need what you have to offer.
- Be the problem solver. Solving problems is the key to earning money. At least, where I come from this is true. It’s ALWAYS true! People don’t buy something that doesn’t really solve a problem. You may buy a cheeseburger because it sounds good, but you’re hungry. So, it solves the problem. If you aren’t hungry, you are less inclined to buy food. Would you agree? Solving problems always wins the day. Be a problem solver!
Building a business is easy if you know what problems pain the world the most. Seek to solve problems at every turn, and you’ll be able to build a business that can sustain itself and more.
Just remember, that no matter what, you should always direct your focus to selling value over price if you want to win your prospects over.
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