In this episode, I’m sharing my best sales techniques plus 5 ways to get your prospects to buy and take action with you no matter how expensive your product, service or business might be.
Have you ever lost a sale or struggled to get a prospect to join you because you just couldn’t get them to see the value you offer with your products, service or business?
What if I shared with you 5 ways you can get your prospects to eagerly want to part with their money and buy from you?
In this episode of Tanya Aliza TV, I’m going to share 5 human triggers that you can start implementing in your sales process to get your prospects to buy and take action with you no matter how expensive your product, service, or business might be!
5 Sales Techniques To Get Your Prospects To Join Or Buy From You… No Matter The Price! – Episode 136
With every Episode of Tanya Aliza TV, I like to empower you with a resource that you can implement right away and create results with fast in your business.
This week, I’m giving you My Value Stack Worksheet & Guide For Network Marketers.
This guide will help you build an irresistible offer for your prospects to join you in your business or buy your products… no matter what those products or what that business might be!
Sales Techniques – Have you ever heard of the law of perceived value?
I think we all want to have an easier way to sell our products and services, right?
This is why I’ve been intently studying the law of perceived value and I want to share all about it with you here in this blog post.
So what exactly is the law of perceived value?
There’s a really great quote by Charlie Gilkey that does a great job at explaining the law of perceived value…It goes like this:
“People don’t buy products because of the actual value of the products… They buy because the price of the product closely matches their perceived value” – Charlie Gilkey
If you want an easier way to sell your products and services… you’ll want to learn more about the law of perceived value and how you can use it in your business to close more business.
I’m going to give you 2 examples demonstrating how powerful the law of perceived value is and 5 human psychological triggers that you need to consider when you’re doing presentations with your prospects.
Let’s start with 2 of my favorite examples first…
Example #1 – Lobster’s journey from prison & cat food to fine dining
The Lobsters journey is quite interesting and eye-opening as to how powerful the law of perceived value is.
In the 17th century, Lobster was fed to prisoners and servants. Cray cray right?
In the 19th century, Lobster cost 11 cents per pound vs the 53 cents that Baked Boston beans cost. Say what!?
Lobster was definitely not considered the 5-star fine dining meal it is today!
However, in the late 19th century, Lobster was re-branded as an exotic dish by enterprising railway companies and served in dining cars on trains far from the coast.
Now, in 2014 the price of Lobster went all the way up to $7.95 cents per pound and considered a 5-star meal.
If Lobster was able to go from being perceived as prison food in the 17th century to a 5-star expensive dish today…
Can you imagine what you can do with how people perceive the value of your products, service or business?
Example #2 – How price influenced the value of wine in a study
For all my wine lovers out there… this is an interesting experiment done on a group of people using wine to demonstrate the law of perceived value.
In the experiment they took a group of people and each was given 2 glasses of wine.
They were told that one glass was from a bottle that cost $5 a bottle and they were told the other glass was from a wine that cost $45 a bottle.
And then they were told to sit back, drink the wine, enjoy it and then provide some feedback.
Now here’s what’s interesting about this study.
There weren’t 2 different bottles of wine. It was all the same wine.
However, people expressed they enjoyed the $45 bottle more.
So it’s interesting to see how the law of perceived value influenced what they told themselves about the wine…even though it came from the same exact bottle.
Sales Techniques – So how do you get this to work for you and your products, service for business?
You have to elevate the perceived value of everything that it is that you’re doing!
I talked about this on an earlier episode and you’ll definitely want to check it out after you’re done with this one because it will help you make buying your business, products or services more valuable in the eye of your prospects.
But I want to dive a little bit deeper here for you…
Here’s how to get your customers feeling amazing after parting with their money when they buy from you.
Sales Techniques – Top 5 things that people put value on when making a buying decision
These are the five most common THINGS that people will put value on when considering buying a product and parting with their hard-earned money:
✔️People want ease of consumption
How easy is it for your prospects to buy your product, service or business to buy?
The easier it is, the more valuable they’re going to consider the transaction.
✔️How quickly does your product arrive?
If there’s fast shipping and product arrives quickly then they will place more value on it.
✔️The product increases the status or prestige of your prospect
Does your product, service or business make them feel good or look better? Does it elevate their status?
This is one of the BIGGEST reasons why people buy.
✔️Lower cost of ownership
How can you save your prospect time or money?
If having the product, service or business saves them time or money they will perceive the value to be really high.
✔️Friendly customer service
This is a biggie! Do you have great support or customer service for your products or services? Does your company and team offer great training and support for its teammates?
This will go a long way in helping your prospects see a high value in joining or buying from you.
Now…I want you to think of how you could include each of these 5 areas when you’re talking to your prospects about your products, business or services.
But I’m actually going to walk you further with this step inside the guide I created for you…
So make sure you download My Value Stack Worksheet & Guide For Network Marketers.
This guide will help you convert more prospects into sales!
Sales Techniques – In Closing
1️⃣ If you want an easier way to sell your products and services… you’ll want to use the law of perceived value when talking to prospects
2️⃣ People don’t buy products because of the actual value of the products
3️⃣ To sell more and with ease you have to elevate the perceived value of everything that it is that you’re doing
4️⃣Always include the 5 things that people put value on when you’re talking to your prospects about your products, business or services.
Resources Mentioned & More That Will Help Rock Your Biz
Episode 122 – Sales Techniques To Close More Sales Faster Without Silly Price Objections #ValueStack – Learn More Here
Hubspot’s Infographic on the Law of Perceived Value – Learn More Here
Influence (Book) – Learn More
Have you ever wondered how some people just have that ‘Magic’ over others? They can go up and talk to people easier, they can command attention and lead people into buying decisions easier…. how do they do it?
Is it just a gift? Nope… it has everything to do with understanding how people operate and how to INFLUENCE them. This is one of my favorite books and if you’re in a position where you collect decisions from people (sales) this is a MUST read!
The Ultimate Branding Blueprint – Learn More Here
This is my signature course when it comes to building an Influential Brand Online that attracts leads and sales for your business.
The B-L.A.B. – Come Join Us Here
AKA Build Like A Boss, The B-LAB is Tanya Aliza’s FREE Facebook Mastermind group full of awesome Networkers and Entrepreneurs that are all on a mission to grow their businesses Faster and easier with Online Strategies for prospecting, recruiting and sales. We do themed days of the week, we hold each other accountable and we lift each other up! Come introduce yourself and your business.
Did you get some value from these sales techniques to help you know how to Brand Yourself in Network Marketing?
I hope you did because each week I put my heart into making sure you get some amazing sales techniques training so you can rock it in your business while creating a life you love.
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Question of The Week: When you were first introduced to your product service or business that you currently promote… What got you to take action?