If you believe “it’s a lot of money for that,” you will project that to your customers, and guess what – they will think the price is too high. Then you’ll either lower your price so you lose, or you won’t even try.
If YOU don’t believe, you can’t persuade anyone else.
How sincerely, deeply and enthusiastically do you believe it?
Every basement in Seymour should have something Basement Systems
I used to believe this many years ago and I got by.
Then I stopped believing it and built a 5 million dollar company.
It wasn’t the customers that needed to change.
I believe that I am offering solutions to customers that help them and create value for them and usually solve a problem for them. When you think that way and truly believe it – and then translate that to the way you actually do things; the results for you, your customers and your company will improve dramatically.
Wow Tony! That’s cool ! I’m going to make a copy of this and give it to all our office and sales staff ( and myself)
Great morning in Chicago!
So true I’ve done this very thing myself. Self awareness is key to change.
To sell perceived value, you have to create perceived value. My experience is people buy with their eyes and ears, and justify that with “value logic – numbers.” You have to relate to your own experiences to understand that. Im at Starbucks right now – and they have a New Macchiato Drink, which has a 3-D Image of the Drink on a Chalkboard. It has the Green Straw, and on the white milk froth, it has the caramel syrup x-cross hatches. Very very enticing indeed. I asked my self, if they cut the Background music, took away that photo, and didn’t x-cross the Caramel hatches on the white froth, what the price percentage reduction would be. I came up with 40% on the low end. Maybe 60% on the upper end. Lets be honest, people want to feel good – and buy things which make them feel good. No one is asking what the percent of Caffeine in the Drink is, what the percent of white milk is. i.e. the Materials. Yes, they are quality. But what they think they are buying is the ambiance, the brand, and the white hatched cross marks on the top of the beverage – thinking to themselves – I deserve this beverage – it says I’m “together.” It reaffirms my beliefs about me being “okay” and “deserving.” PS Im having a small cup of coffee, with bottomless refills. 🙂 (The Cream I hear is Free, on the Counter around the Corner!)