Value
When you have a product or service to offer to the public it’s only accepted by the value it adds to the prospect. When you show value, you move your product or service. People are willing to pay more for a product or service if they believe it gives them a truly special or significant value, and, if you present it to them in just the right way.
Selling on value, not price, it involves a balance of confidence, personal rapport, and doing your homework, and it's become more difficult as technology gives consumers greater access to price information and competitors. Often companies make one fatal mistake that forces them to compromise on price; they don't narrow their target market, and don't realize their products likely aren't for everyone therefore miss the results they crave.Take the time to research the potential client to see if they are a good candidate to meet your price needs. This saves you from wasting time talking to people who only want the cheapest deal.
Consumers, are very sophisticated and they understand how to explore price for value. About one-third of consumers are purely hung up on price, while the other two-thirds are open to at least hearing your argument. The time not to show a lack of conviction is when you're asking people for money, BTW, I find customers who are obsessed with finding the lowest price turn into the biggest headaches, conversely, the customers that see your value understand you'll be there to provide customer service.
Confidence is the most critical thing a sales professional needs more than anything else. I believe the toughest job selling value to customers is getting them to picture the full depth and breadth of everything your company has to offer.
Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It gives you the ability to up-sell and cross sell your present clients and, it makes a small business sound big and a big business sound friendly.
Let HoldMasters help you when your business is on the line.