You know what? It’s easier to sell something expensive rather than something cheap. Now, this is important because too many people think they need to offer the lowest price or give significant discounts to get deals, but the opposite is true. In this episode of the Selling in Asia podcast, Tom Abbott explains precisely why it’s easier to sell high ticket items.
Cheapness causes doubt
If you have something ‘expensive’, something that is high-end, high value and worth it, it’s way easier to sell that than to sell some cheap product or service that will leave the customer wondering if it’ll work. Futhermore,
The winning formula
When you have this combination, you’re not competing on price, your customer isn’t going to decide to go with your competition because they’re a dollar cheaper. They’re going to go with the product or service, that has a sales rep who can effectively communicate and demonstrate why their solution is the best. Because in the end, that’s all that the customer really cares about.
Think about it. If one option is a small percentage more than others but solves their problem better, that’s the choice the customer will go with.
The reason why is if they make the wrong decision and choose something slightly cheaper, but it doesn’t meet their needs at all, they’ve just wasted their entire purchase investment. This is something we at SOCO train on.
Many of our customers are quality brands who aren’t interested in competing on price. Instead, they want to demonstrate the value they bring to the customer, then deliver and exceed their promises.
Accelerate your sales results
Sales is a skill that needs to be learnt, practised and mastered. In the Sales Accelerator pack, we include the skills all sales professionals and small business owners need to be effective in sales. The Sales Accelerator program covers the essentials needed to master the sales process, starting with getting the right mindset, differentiating from the competition, building strong relationships and delivering effective sales presentations.
