If you sell on price you will lose business on price. Selling price is a bad way to sell. Instead, you should be selling on value. But, how do you do that? Here are the words to use when you sell based on value.
And remember, one of the mistakes too many salespeople make is when they quote price early in their sales process. If that’s you, you’ll find that you’re not very successful. What you’ve just done is put the decision to buy your product or service simply based on price. That’s not what you want.
You want your prospect to be considering the value you bring. You want to demonstrate to him that your value is far greater than your price. You just missed your opportunity to demonstrate your value if you’ve simply quoted price early in the sales process.
So what can you do instead?
Read the article on the words to use when you sell based on value. Then use those words to question your prospects. Find out the areas that are important to him where you can deliver value.
Think about the type of prospect you have. Finance-oriented people will find value if you can help them increase revenue/profit or control costs. Performance-oriented people will value your help to maintain productivity and workflow. Image-focused people will value an improvement in the organization’s prestige and credibility. Your job when you sell is to look for areas where buying your product or service delivers the type of value your prospect wants.
Selling on price may seem easier. It’s not because if you sell on price and lose the business quickly to the next lower price, what have you accomplished? It’s harder to start all over again. It’s better to sell and keep your business.
Best wishes for your sales success!