HubSpot shares 6 tactics to sell expensive products
Pricing is a strategic element in the process of sales and marketing. It is something that most customers care for so you need to be cautious while pricing your products and especially when you are trying to sell expensive products in the market.
HubSpot columnist Jeff Hoffman has shared six strategies to help brands and marketers sell expensive products.
Hoffman says, “Salespeople who don’t work for the low-cost provider in their arena often struggle with losing deals based on price. Prospects are only human, and no one likes to pay more when they could pay less.
While there are certainly steps you can take to win against a low-cost provider, you’ll never come out on top with a poor product. If your product is only marginally better than your competitor’s but costs significantly more, you’re going to lose deals. It’s just that simple.
However, if your product’s price reflects significant points of differentiation, you can come out on top. Here are six tips for convincing the customer to buy a more expensive product.
1) Ask about the competition early.
Reps typically wait too long before asking about the competition. Especially if you’re selling a premium offering, you want to ask buyers about what other vendors they’re considering early and often”.
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