- GUIDE: HOW TO START A WORK AT HOME
- Sales technique to sell products at the right price
- You can also read the corresponding article below
- The price is what the customer pays, the value is what he receives
- How to apply the technique of value-based selling
- Present your sales pitch
Sales technique to sell products at the right price! GUIDE: HOW TO START A WORK AT HOME
Sales technique to sell products at the right price
This sales technique aims to explain the value of an offer in terms that the customer will understand and appreciate.
To make value-based sales, you need to reinforce with your customer why your offer is valuable to them.
The price is what the customer pays, the value is what he receives
To explain more precisely the concept of value-based selling, I will use a concrete example.
Say you sell a consulting business to a freelance worker to help them find new clients. Let us also imagine that this person increases his turnover in one year by 50,000 dollars.
Can you sell your consulting 5000 dollars to your client? The answer is yes.
If your client is sure to earn 45,000 dollars more over the year by using your services, do you think he will hesitate to pay you 5,000 dollars for your service?
In this example, the customer pays for a service at the price of 5,000 euros and receives a value almost 10 times greater than the price he paid.
How to apply the technique of value-based selling
All you need to do is ask your customers specific questions and listen to their responses. These answers reflect in 99% of cases, what they really want.
You can ask your questions to your prospects in different ways:
- By email, if you have a mailing list
- Directly on your site using a form
- If you have a professional Facebook page, asking your questions through a status also gives good results
- Finally, there is no better method than asking your questions directly to your customers when you see them when you talk to them
By applying this technique of value-based selling, you will discover information that will allow you to:
- improve your offers
- meet existing needs
- to highlight in your sales pitch the value of your offer
Present your sales pitch
Once you’ve asked your questions, identified the needs and wants of your customers, and designed an offer that could meet their needs while providing them with a profit. You are going to have to close the sale.
The classic outline of your pitch will look like this:
1 — Presentation of the benefit of the offer
By becoming my client or by purchasing my offer, you will obtain the following result (Ex: you will be first on Google by purchasing my website)
2 — What it costs to achieve the promised result if you do not go through my offer
To get to the result I promise you, I spent a lot of money and energy over a fairly long period of time. (Ex: I took two years, did a lot of testing, and invested 5,000 dollars to develop websites that guarantee the first blade on Google)
3 — Explanation of the reasons why the offer has value in the eyes of the customer
By benefiting from the result that I promise you, you will save so much or gain so much. (Ex: By being first on Google in your field, you will attract many more people to your offers and increase your turnover by 30 to 50%, i.e. a minimum of 25,000 dollars per year)
4 — Presentation of the price
You present your price (Ex: You can get the result, I promise you, for XXX dollars (Ex: You can increase your turnover by 30 to 50% from this year by benefiting from a new website optimized for Google at the price of 2500 dollars)