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Want to Increase Your Price? Increase Your Customer’s Outcomes
Mark Hunter / The Sales Hunter / April 16, 2013
The easiest way for you to increase your price is to increase the outcomes your customers receive from using what you sell.
Think about it for a moment.
Your customers will pay more if they believe they’re getting more, and that means the secret lies in being able to increase the benefits of what they get from you.
To do this requires a different perspective from the start.
You first of all can’t believe what you’re selling is based on product features. Take a look at your sales presentation and how you handle your sales calls. Is the information you’re talking about centered around features?
The entire objective of your sales call is to be focused around helping the customer to realize the outcomes they’re going to receive.
Notice I’m not talking about benefits. Rather, I’m using the term outcomes.
The reason I use this term is because I believe this is what the customer is really desiring, and outcomes are many times easier for them to understand.