logo for sellingandpersuasiontechniques.com
Home
Professional Selling
Communication
Sales Rapport
Sales Objections
Free Articles
Influence
Book Reviews
Sales Coaching
Blog
Free Sales Book
Sales 2020
Subscribe to eZine
Twitter
Persuasion Words
Sales Questions
Power Words
Selling Techniques
Selling System
Nonverbals
Telesales
Sales Assessment
Survey
About Me
ASK

[?] Subscribe To This Site

XML RSS
Add to Google
Add to My Yahoo!
Add to My MSN
Subscribe with Bloglines

Comments for
Selling a More Expensive Product

Average Rating starstarstarstarstar

Click here to add your own comments

May 04, 2010
Rating
starstarstarstarstar
INCREASE THE VALUE OF YOUR PRODUCT
by: JOSE BORDOY

I KNOW THAT WHEN A BUYER IS OFFERED TWO OR MORE IDENTICAL PRODUCTS, THE PURCHASE AUTOMATICALLY GOES TO THE CHEAPEST ONE. (Greg, I'm not 100% convinced that is true)
HOW CAN YOU OVERCOME THIS PROBLEM?
WELL,BY INCREASING THE VALUE OF YOUR PRODUCT.
IT IS ALL ABOUT PERCEPTION.
WHEN A CLIENT SEES YOUR PRODUCT AS A "THE SOLUTION OF HIS PROBLEMS", INSTEAD OF JUST ANOTHER PRODUCT OUT OF A BUNCH, THAT ARE AND DO EXACTLY THE SAME, YOUR CHANCES OF SELLING IMPROVE GREATLY.
WHEN YOU ASK SPIN QUESTIONS, YOU GET THE OPPORTUNITY OF MAKING YOUR PRODUCT LOOK LIKE THE RIGHT THING TO BUY, BECAUSE YOU WILL BE DIRECTING YOUR CLIENTS ATTENTION TO PROBLEMS THAT CAN BE SOLVED BY WHAT YOU ARE OFFERING, INSTEAD OF THE PRICE TAG. THAT IS WHAT INCREASING THE VALUE OF YOUR PRODUCT IS. WHEN YOU CAN DO THIS RIGHT, PRICE WILL BECOME THE LEAST IMPORTANT CONSIDERATION TO BE MADE. GOOD LUCK

Click here to add your own comments

Return to Selling a More Expensive Product


Testimonials

The info is very helpful and productive... Gurbir Singh

Suggest changes or improvements here:: no need to, bloody fab... Simon

Thanks for your effort. Please add link with more details to go in deep detail when the sales man need it... Mohammed

I will be purchasing the ebook very soon, great site, thanks!... Erika

I am based in Ireland and am very impressed with all the material I have read... Kevin

It has been informative and useful to me. I think changes would be diluting it... Putco

It would be great if we could get some demo videos or case study or some examples where the process of SPIN selling is used... Seimaa

Very grateful to your valuable articles in your website and I've learned a lot... Janey

No improvements needed for me, it was clear, concise, I loved it... Martine

More real life examples and scenarios needed... Jidesh

Good work mate!... Tarun

Excellent there is no need of improvement... Nishart

Hi Greg,

I am forever grateful for your mission of helping salespeople around the globe to raise the bar of service in this profession through your free articles and sharing of experiences even offering to sales coach.

My perspective about selling raised to a new level since reading some of the articles yesterday... Marcelino

I found that this information is very powerful... Julia

Thank you so very much for your site, you helped me a lot and I hope that you will keep on helping us... Nasser al-Baidhani