Selling at your Higher Price

What is Quality ?It WorksIt Looks GoodIt Satisfies your Customer's NeedsIt LastsIt Maintains it's ValueYour Customer is proud to own it

Selling the Perception of Quality

To Sell Quality you have to have Quality Sellers

Other Company Employees

Do Sweat the Small Stuff!

Guarantee your product or Service

Selling the Perception of Quality

Quality Communication Brochures, Proposals & Quotations

Selling the Perception of Quality

Quotations / Proposals

Specifications

Price

Delivery

Terms and Conditions

Price only holds good for 30 Days

Quotations

The Customer’s Objectives

Your Recommendations

Summary of Additional Benefits

Financial Implications

Your Additional Information

ProposalsQuotations / Proposals

PackagingAdvertisingVehicles

Selling the Perception of Quality

It is Easier to Sell the Higher Priced Product

Benefits = 4, Price = 4, Value = 1Benefits = 6, Price = 4, Value = 1.5Benefits = 8, Price = 5, Value = 1.6

Selling at your Higher price

ValueBenefitsPrice

=

Delivery

Price

Quality

Relationship

Price

Quality

Relationship

Delivery

Price

Quality

Relationship

Delivery

Price

Quality

Relationship

Delivery

Delivery

Price

Quality

Relationship

Delivery

Price

Quality

Relationship

It’s too expensive!“When you say it's too expensive, are you saying you cannot afford the price or is there something I've missed?”

Objections

Either! Convert the objection to a need ! then provide your benefit that ! satisfies that need Or! Minimize the objection and ! maximize the benefits you have ! already agreed

Opposition

Add

Take away

Multiply

Divide

all the benefits

what the customer will lose

the savings

the extra cost by someappropriate figure

Communicate Value

The buyer says "That's it", or "Take it or leave it".

The buyer agrees to a price and then adds on extras.

The buyer uses the "bulk discount" tactic.

The buyer keeps you waiting.

Buyer’s Tricks

Selling at your Higher Price

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