Selling value rather than price is a simple concept that often gets overlooked. It is not uncommon to see a salesperson get flustered when asked about their price so they are not confident when they say it. This, in turn, causes the customer to not see much value in the product or service. This is the number one reason why I say sell value, not price to the customer.
It’s important to remember that the value the customer sees is not necessarily going to be the same as that of the salesperson. In fact, it is many times far greater. The value they place on the product or service is in direct proportion to the level of questions the salesperson has asked. The more questions asked, the more opportunities for the customer to see for themselves what the value proposition really is.
Drop me an email or give me some feedback as to what you think about this. Over the next few weeks, I’ll be building on this concept with a number of clients and in several articles.