Kill Your Competitors with a Higher Price

If you are now selling base on price, do not read further. We teach people how to sell on value, not price. Sell the sizzle, not the steak, and you can close every sale and sell ice to the Eskimos.

Even if your selling price is higher than your competitors, you will still be able to sell if you know how to add value to the customer. There are 21 ways to add value:

Better Service - comes in many forms including delivery, convenience, internet assistance, telephone answering, administration support, longer operating hours, and customer service
Better Technical Support
Longer Credit Terms or Higher Credit Limit
Unique packaging or limited edition versions that add value to your product or service
Salesperson Serving the Customer - fast prompt response, entertainment, listening, patience, problem solving, courteous service and go extra mile service
Top Management Serving the Customer - imagine if the Prime Minister of Singapore serves you, price is no longer a concern, right?
Offering More Choices in Product/Service
Free Gifts, Free Trials, Free Change-of-Mind Returns
Longer Warranty and Extended Warranty
Novelty factor, like iPhone 6+ with a larger screen or Apple Watch
Customization of your product
Better Quality
Let Customer Have the Say, and they will be willing to pay any price!
Strong Financial Support, like what Herbal Life is doing now
Product Differentiation - like Samsung Galaxy K Zoom that offers 10 times optical zoom on a smart phone
Unique Selling Proposition: this goes beyond product differentiation, it is the 'X' factor that you communicate to the market. The best example is Nike's swosh
Love - yes, the genuine love that everyone needs, including compassion, joy, equanimity and kindness
Pioneer status - be the first in the market and people will pay any price, like what Xiaomi is doing now
Flexibility - letting customer have what they want, as long as they pay the price. Many high-end resorts and even casinos are doing this
Branding and Name - people are willing to pay thousands of dollars for a bag when $50 will serve the same function
100% Involvement and Inclusion. When you involved people not just at the level of body and mind, but also the heart and spirit, you'll get a kind of loyalty and cult status that no one can replace.

By Andy Ng, Sales Coach and Trainer at AsiaTrainers.com. Related articles:

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