05 May Establish value before presenting your offering

Establish value before presenting your offering is key to overcoming price objections.

the old business saying is so true,

” when value exceeds price , money changes hands”

Ive seen this the hard way and also learnt how this rule is truer than i ever though possible.

For example

in a restaurant you see a burger at £18 without knowing the quality of the meat, its organic nature and the way it is served you may not see value in this as without the full story it is a commodity and can be compared with , dare i say it a burger on the pound saver menu at mcdonalds.

Another example is buying a car.

You see a range rover at 80 grand, you see a dacia duster 4 wheel drive at 13 grand.

They both get you from a to b, hopefully anyway BUT

when you drive the range rover you feel special, alive, important, significant, on the flip side

you hope someone doesnt see you drive the dacia

so although cheaper the car of choice would always be the range rover, but without test driving and seeing how it makes you feel

We dont buy purely on logic, we buy based on emotions, feelings and lots of other reasons and will pay well over the price we could to get what we want.

If you work in sales, marketing or positioning of a brand or product and you present price before showing the benefits, feelings and experience your product or service will offer first then sales will never be what they could be

If you want to discuss how we can help you and your business call us today on 07795 964473 and lets discuss your challenges.