You hear it all the time — if your price is higher than your competition you’re told to “build value.” You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way?
You also hear all the time that prospects will buy from people they like, know and trust. I would add that your enthusiasm for and belief in your product or service plays a big role in getting your prospects to choose you over your competition.
Knowing this, I’ve often used the following script to not only build value in my product or service, but also to build value in myself. Below you’ll find a script you can use – but, as always, I recommend you personalize it so you feel comfortable saying it:
If your prospects says, “I can get cheaper,” or “The ‘other’ company has something similar or for less money,” or anything like that, say:
“You know _________ I’m aware of all the other options for this (product or service) and quite frankly if I thought any of them were better for my clients, I’d be working there and selling them.
“When I got into this industry I did my own research, and I looked for the best company that not only offered the best (product or service) but also delivered the best customer service and follow-up. I chose (your company) because they give my clients the best overall value and the best customer experience, and that means they continue to do business with me and refer new business to me as well.
“If there was a better product or company for you to be doing business with, I’d be there and we’d be talking about that. But there isn’t.
“Bottom line — if you want the best overall value, results and experience with this (your product or service) then do what I do did – choose (your company) – believe me, you’ll be glad you did.
“Now, do you want to start with the X size order or would the Y size order be better?”
This technique builds value in the most important part of any sales transaction — you and your belief in your product or service. Use it each time you need to build real value, and watch as prospects follow your lead.
Remember, while prospects have a choice of products and companies, they can only get you when they purchase from your company.