I wanted to talk to you about how to sell expensive products. This is a strategy that I originally picked up
from the late Zig Ziegler. He was incredible salesperson and
incredible sales trainer.
One of my team members told me a couple of maybe a week ago or so, he said, “Hey, I'm selling these products that are more expensive, but I'm giving huge discounts to my customers because like, I'm uncomfortable selling at full price, selling the expensive product at full price.” And I think a lot of people sometimes feel like that, like they have cheaper products that they feel very comfortable selling to people but then when they have a more expensive product, they are a little bit hesitant, they’re a little bit scared of selling that. So how do you sell the expensive product?
One, you need to understand the value. So if you know how valuable the product is, then you will not feel bad about selling a product that's more expensive. If you were selling, I don't know like, what's a bad car? Probably old cars are okay, but let's say, how would you feel if you were selling Ford Fiesta and if you were selling jaguars. So yes, of course, Jaguar will be more expensive, but probably because it's a better car.
So it's a bit of psychology when you're selling a more expensive product, probably it's a better value also, they get more benefit from that, but my favorite technique to sell expensive products is called a reduction to the ridiculous. And that's, like I said, it's originated from Zig Ziegler. So how do you do it? How do you reduce to the ridiculous? So instead of saying to somebody, “Hey, look, I've got this amazing food supplement that's going to help you to lose weight or there's going to help you to sleep better or there's going to help you to have more energy or that's going to help you to have more potency.
Whatever it is, instead of saying, “Hey, this is 60 pounds.” What you say instead, you go, “Well, actually, it's less than two pounds a day or it's about two pounds a day. So it’s less than your Costa Coffee that you have, it's less than the packet of cigarettes that you have.” If they are smoking. So you reduce it to the ridiculous way, it looks like they're getting a lot more value than what they’re paying. So 60 pounds for a month supply, might go, “Woo, 60 pounds.” But if its two pounds a day, hey, we spend two pounds a day on various things, we spend more sometimes on various things. So when you reduce it to the ridiculous it becomes common sense, it's no longer making sense not to invest in that product or not to use that product.
So that's my favorite technique on selling expensive products, it doesn't matter how much it is, if it's hundred pounds, then you divide it by 30 days, if it's 200 pounds, you divided by 30 days, and so on and so on and some products of course can last more than a month. So then you divide it by whatever the time for, maybe three months, maybe six months, maybe it's a year, but you divide it out and then actually it's not that expensive when you think about it. It's all about reducing to the ridiculous. So that's my training for today guys.
That’s my training and tip for you. Hope you got value some value in
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In : Personal Development
Tags: techniques on selling expensive products