the more you focus on the value of your
product or service the less important
price becomes hello I'm Brian Tracy
today I want to talk to you about a very
common question I get how to sell value
versus selling price one of the great
areas that I work on with corporations
all over the world is called the value
proposition or the customer value
offering what it basically says is that
customers buy your value or service
because they anticipate enjoying of
value that they would not have in the
absence of your product or service
people don't buy products they buy the
results the product will give them now
I've trained more than 2 million
salespeople in 75 countries and I teach
them all the same thing sell the value
and the benefit of your product or
service to your customer focus on
explaining and expressing how it works
for the customer if you focus on the
value the price becomes less and less
important if you don't focus on value
the only thing you can talk about is
price now here's the research the
research says that the value is the
difference between the price you charge
and the benefits the customer perceives
that he or she will get if the customer
perceives that they will get a lot of
benefit for the price they pay then
their perception of value is very high
so you can control that teach people how
much they will benefit how much your
product or service will help them all of
the things your product or service can
do to help them achieve their goals and
solve their problems the more you focus
on these values the less important the
price becomes so here are a few
actionable items you need to do to
ensure that you will get the sale number
1 ask yourself who is the person who is
most likely to buy my
product and buy it immediately then
create a customer avatar or model
customer in your mind based on this
information how old are they
are they male or female do they have
children how much money do they earn
what is their level of education once
you've done this you'll be able to move
on to the next step which is identifying
your ideal customer avatars problem
clearly what kind of a problem does your
perfect customer have that you can solve
if you've identified your customer
correctly these people will pay you to
solve their problems sometimes the
problems are obvious and clear sometimes
the problems are not obvious or unclear
sometimes the problems do not exist for
the customer if the problem does not
exist the customer will not buy your
product even if the customer does not
believe or see or understand that the
problem exists finally make a list of
all of the benefits of your product or
service and the ways it will solve your
customers problems the more benefits and
solutions you can clearly provide to
your customers the less they will be
able to deny that your product will
solve their problem before we wrap up
I'd like to leave you with a thought to
share with your friends and followers
here it is the more you focus on the
value of your product or service the
less important price becomes these are
my strategies for selling value versus
selling price if you haven't seen my
other videos about building your sales
skills take a look now I'd love to hear
from all of you what other tips do you
have on how to show value to your
customers leave a comment below and I'll
be sure to follow up with you if you've
enjoyed this video and feel it was
valuable for teaching you how to close
more sales subscribe to my channel and
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or anyone else who might benefit from
this information thanks for watching and
remember if you want to change your
future
take action and take action now to learn
more proven sales methods to increase
your sales and income register for my
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