Getting prospects and customers to understand the value you are delivering for a price point is key to winning a customer. So many times we hold VALUE back to the last part of the discussion. Yes, you certainly have a fantastic product/service but you've got to do a great job of communicating value relational to price. The prospect/customer needs to know and understand the additional value you will deliver.
Sean McPheat does a good job of illustrating this idea. Below is an excerpt and a link to the full article.
- - Thanks, Neal Odom
How To Build Value Before Having To Add Value
Written by Sean McPheat
How many times do you ‘hold something back’ so you can surprise the prospect with that little extra to encourage them to buy? We sometimes cause ourselves problems here, because the prospect may be wondering what else might you be holding back, and have they really got everything they could from you? Something to try might be to add value up front.
By offering extra value before they have to commit to a decision, it makes the prospect feel they would be missing out if they didn’t go with you. Then you don’t have justify a higher price than your competition by adding on the extras; they have seen the value of your offering before you even start talking about price.
Read the full article, click - - https://www.mtdsalestraining.com/mtdblog/how-to-build-value-before-having-to-add-value.html
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