It’s Rarely About Price – It’s Almost Always About Value
Your product is going to be given an associated value by the client. It’s YOUR job to uncover how that value is being assigned in order to properly sell YOUR idea of its value and your price.
In order to sell in your product’s value – remember to uncover the following during the sales process:
1. What is the prospect’s value system?
- What do they care about?
- What do they need?
- What is important to them?
- What are they trying to accomplish?
2. How is the prospect going to decide if your product did have the value they were expecting?
- What are they comparing it to?
- What are their expectations of what it can deliver?
3. On what basis will the value of your product be measured?
- Direct sales?
- Product awareness?
- What measurement tools will they use?
- How will it be measured?
- What will they consider successful?
It’s YOUR job to ensure that YOUR product is getting the value it deserves in order to get the price you want. Remember – a Timex performs the exact same function as a Rolex watch. The perceived value (and the price) of each is entirely different. How do you think that came to be?