Price vs Value...Value ALWAYS Wins
"Each close you use should be an educational process
by which you are able to raise the value of the product
or service in the prospects mind" - Zig Ziglar
Before your client will shop with you or become
involved in your business, she must see the true value in
your goods, service and or opportunity...
...especially if the financial investment is a concern
So check this out, a great way to overcome the price of
your product is to ensure your customer that the value
outweighs the price. In other words show her how she's
getting more than what she pays for.
For example- lets say your product is a great pair of
quality socks (what??? it's the first thing that came to mind
).
Now these bad boys are so comfortable, it feels like your
walking on air...we're talking so comfortable even a
caveman would wear them.
You then find that your customer's job requires that she
stands all day, as she feels every moment of it on her poor feet.
Although your brand cost $5 more than other brands, your
brand helps disperse body weight more evenly on the feet,
which creates...(telling your customer) less pressure on the
lower back, is less strenuous on the spin, and creates more
comfort ability for a longer period of time.
As she is able to stand comfortable for longer periods of time,
she can perform better which should produce a check that reflects
such a performance.
Remember, if your product does what you say it will, then your
job is to make sure to
"Raise the value of your product so it outweighs its price."
by which you are able to raise the value of the product
or service in the prospects mind" - Zig Ziglar
Before your client will shop with you or become
involved in your business, she must see the true value in
your goods, service and or opportunity...
...especially if the financial investment is a concern
So check this out, a great way to overcome the price of
your product is to ensure your customer that the value
outweighs the price. In other words show her how she's
getting more than what she pays for.
For example- lets say your product is a great pair of
quality socks (what??? it's the first thing that came to mind
). Now these bad boys are so comfortable, it feels like your
walking on air...we're talking so comfortable even a
caveman would wear them.
You then find that your customer's job requires that she
stands all day, as she feels every moment of it on her poor feet.
Although your brand cost $5 more than other brands, your
brand helps disperse body weight more evenly on the feet,
which creates...(telling your customer) less pressure on the
lower back, is less strenuous on the spin, and creates more
comfort ability for a longer period of time.
As she is able to stand comfortable for longer periods of time,
she can perform better which should produce a check that reflects
such a performance.
Remember, if your product does what you say it will, then your
job is to make sure to
"Raise the value of your product so it outweighs its price."
-
Menny -
Thanks
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