Sell Value NOT Price

Sell Value NOT Price

Sell Value NOT Price

In today’s market place where so many products and services are viewed as a commodity. The ability to add value to your product or service is an absolute necessity. There is no doubt that in the absence of value virtually any product or service can be driven down to one thing – price. Start to sell value NOT price.

People don’t always buy based on the lowest price, and no one believes that the lowest price ever equals the best offer. Customers who buy a product or service because it’s the cheapest are not loyal.

If you don’t believe me, think about this: if price is the only thing that matters and people are just looking for “cheap,” then everyone would be driving the lowest price car, Nordstrom would be empty, flying first-class wouldn’t exist and we would all be drinking Folgers instead of Starbucks.

If your customers are not buying what you are selling, cannot see the value in your offer, you will continue to hear “I need to think about if or “your price is too high.”

I often hear some people blame their customers and clients for being too money focused or cost conscious. Customers are attracted to value not “the lowest price or the cheapest in town.” It has nothing to do with price and everything to do with the value you are conveying. When your potential customers tell you it is about the money that is actually customer code for “show me the value.”

If you are looking for better business results, take a look inside your business instead of blaming the outside circumstances. Find out what is missing, what went wrong and how you can fix it. That is the only thing you have control over and the sooner you identify and fix what is wrong, the sooner your sales and revenue will improve.

Invest in yourself and your skills. Sales skills are an essential part of doing business and are critical to staying in business. If you don’t have sales skills; get them, if you have skills; hone them, if you are not sure where to start, ask a coach. When you arm yourself with efficient and effective sales skills, you increase the chances for your business to thrive.