銷售價值，而不是基於價格的銷售，也會讓你有更好的客戶，不太可能甩掉你，而出現第二個更好的交易出現。
大多數失敗的銷售都是因為潛在客戶害怕改變。任何購買都需要改變潛在客戶的生活，而變化是可怕的。變化的影響越大，它就越可怕。成本在購買變化因素中起著很大的作用。如果一個潛在客戶面臨著在一個產品上花費大量的錢，這意味著他將沒有足够的錢花在其他潜在的購買上。昂貴的購買也喚起了害怕被撕開的恐懼。如果花了太多的錢在一個值得的產品上，對他是很尷尬的，並可能導致出現重大的問題。
你可以克服這兩個障礙，害怕改變和害怕被欺騙，通過對你的潛在客戶展示你的，為什麼你的產品值得這筆花費了，以及產品將如何在他的生活中發揮的是積極的改變而不是消極的。
如果你能證明這兩點對一個潛在客戶的滿意，你不應該可以贏得客戶採購。
提供客戶證言和評論
客戶證言、客戶推薦、科學數據和產品評論都是證明你觀點的好方法。客戶證言特別有助於鋪平你的道路，因為他們講述了一個在你的客戶中受益於你的產品的人的故事。
案例研究和發表評論也有助於顯示中立者也認可你的產品價值。必要時，你可以安排一名最好是在類似的行業或生活的情况下的現在用戶，來分享他的使用經驗給一名潛在的客戶。如此，這名潛在客戶會對你的產品有好的觀感。
在購買前提供試用的機會
另一種降低你的潛在客戶的風險感知，並給出產品價值的具體證據的方法是給他一個機會在購買之前試用產品。理想情况下，你可以提供不情願的潛在客戶免費試用你的產品幾天或幾周。如果你的公司或產品的性質使得免費試用很困難，看看你能否得到一個演示模型來進行銷售約會。如果你的潛在客戶能够操作產品，簡單地使用它，看看它如何在現實生活中工作，他將更放心的購買。
提供擔保
最後，如果你能提供擔保的話，昂貴的購買就不會那麼令人擔憂了。保證和退款可以降低新客戶的風險。如果你的產品是一種可能會破碎的類型，一個便宜的甚至免費的維修計畫是另一個選擇。
你也可以一個緊張的潛在客戶，安排提供一個延遲收費的計劃。這就給了他一個機會，在他需要把錢交給你的公司之前，讓產品通過它的步伐。
展示產品對潛在客戶的價值往往足以完全消除他對價格的抗拒。然而，一個已經做了一些研究的人可能已經發現了你競爭者的價格的細節。如果你的潛在客戶提出了一個特定的競爭對手可以較低的價格提供類似的產品，那麼，你挖掘更多細節。如果所提供的價格比你的價格低得多，那麼競爭者的產品可能缺乏重要的特徵，或者隱藏的成本沒有反映在公佈的數量中。
Value-for-money sales
Value-for-money sales
Your product may not be the cheapest in your industry. But don't think it's a problem. In fact, higher prices can actually help your sales work. After all, everyone knows the phrase, "What do you get, what do you give?" If you can show your potential customers that your product is worth more than the price you want, you don't have to worry about cheaper competitors.
Sales value, rather than price-based sales, will also give you better customers, and it is unlikely to dump you for a second, better deal.
Most failed sales are due to potential customers' fear of change. Any purchase needs to change the lives of potential customers, and the changes are terrible. The greater the impact of change, the more terrible it is. Cost plays an important role in the factors of purchase change. If a potential customer is faced with spending a lot of money on a product, it means that he will not have enough money to spend on other potential purchases. Expensive purchases also arouse fears of being torn apart. If you spend too much money on a worthwhile product, it will be embarrassing for him and may lead to major problems.
You can overcome these two obstacles, fear of change and fear of being deceived, show your potential customers why your product is worth the cost, and how the product will make positive changes in his life rather than negative ones.
If you can prove that these two points are satisfactory to a potential customer, you shouldn't be able to win customer purchases.
Provide customer testimony and comments
Customer testimony, customer recommendation, scientific data and product reviews are all good ways to prove your point of view. Customer testimonies are especially helpful in paving your way because they tell the story of a person who benefits from your product in your customers.
Case studies and comments can also help show that neutrals also recognize the value of your product. If necessary, you can arrange for an existing user, preferably in a similar industry or life, to share his experience with a potential customer. In this way, this potential customer will have a good view of your product.
Provide trial opportunities before purchase
Another way to reduce your potential customer's risk perception and provide specific evidence of product value is to give him an opportunity to try out the product before buying it. Ideally, you can offer unwilling potential customers a free trial of your product for a few days or weeks. If the nature of your company or product makes free trials difficult, see if you can get a demo model for sales appointments. If your potential customer can operate the product, simply use it and see how it works in real life, he will be more assured to buy it.
Provide guarantee
Finally, if you can provide guarantees, expensive purchases won't be so worrying. Guarantee and refund can reduce the risk of new customers. If your product is a potentially fragmented type, an inexpensive or even free maintenance plan is another option.
You can also arrange for a tense potential customer to provide a plan for delaying charges. This gives him an opportunity to let the product go through its pace before he needs to hand over the money to your company.
Showing the value of a product to a potential customer is often enough to completely eliminate his resistance to price. However, someone who has done some research may have found the details of your competitor's price. If your prospective customers suggest that a particular competitor can offer similar products at a lower price, then you dig for more details. If the price offered is much lower than yours, the competitor's product may lack important features or hidden costs are not reflected in the published quantity.
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