Learn to Sell Value Not Price
Posted on Wed, Nov 19, 2008 @ 10:48 AM
 Many of our agents have encountered a recent trend of clients seeking out the lowest price at all costs. Although low cost seekers will always exist in the market, the overall marketplace seems to be changing. With over 40 million senior citizens in the Medicare market and an estimated 78 million Baby Boomers turning 65 over the next 15 years, value will trump price!
In order to build quality relationships, we must provide services that are more valuable than our products. Exceptional customer support and our wealth of market experiences are the most valuable services we have. A customer will become an advocate only if you can properly demonstrate the value of your product and services, the best way to demonstrate this value is through education! To convert a prospect into an advocate, you must personalize your product features into benefits that are specific to each of your clients needs. "Eighty-five percent of the value of your product or service, in the mind of the prospect, is going to be contained in the quality of the presentation."
The market has shifted from the service oriented economy of yesterday to the experience oriented economy of today, prospective customers are demanding more of their sales consultants than ever before. To thrive in today’s competitive sales environment, business integrity, quality of service and market specialization will be a must. |