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- The perceived value of a product or service in high-ticket sales depends on the customer's perception of its worth and return on investment.
- Building conviction and believability in delivering promised results is crucial in gaining the customer's trust, and can be achieved through showcasing success stories, expertise, and addressing doubts or concerns.
Deep dives
Understanding the Value of a Product or Service
One of the main questions in sales is whether the program, product, or service is worth its price. This question depends on the perceived value the customer assigns to it. In the context of high-ticket sales, such as $10,000 to $15,000 12-week online personal training packages, the focus is on the bottom line and return on investment (ROI). For emotional selling, like weight loss services, creating value involves painting an ideal picture for the customer. By understanding their desires, enhancing their vision, and demonstrating the long-term benefits, such as permanent weight loss or regaining a high school figure, the value of the product or service is emphasized.
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Listen to the best highlights from the podcasts you love and dive into the full episode