Sales Results – Is Value Or Trust Your Biggest Resistence Point With Prospects?

Are you spending time these days wondering whether your top priced products are going to sell in this economy? In these times, many businesses are facing big challenges in meeting their sales targets.  And its the bigger ticket items are facing the biggest hurdles with customers.

It seems like every day that we’re in a discussion with customers who want to start using discounts or special offers to get people to buy their premium services. We don’t stop customers from using whatever means they think is right. But we do suggest taking a look another a possible cause for atleast a significant portion of sales of higher priced items.

We’re not saying its not logical to take another look at your prices or product line. But there a big chunk of the population that’s still working and/or has plenty spending power. But they’re not just looking for potential value. They’re looking for a higher probabilty of value — meaning they’re more risk averse.  If they have doubts about your ability to deliver, the likelihood of purchase drops even faster with price.  It’s not that people aren’t willing to spend on higher ticket items, its just they want higher certainty of value.

Your challenge in this economy is not just to prove the value of your products or services. You also have to give prospects a stronger sense that you can deliver that value. Our approach with our clients, is to break down the resistence points by all dimensions: product lines and user segments.  This allows a more tactical use of discounting or offers versus using credibility and branding techniques to address doubts among those who can still afford your regular prices.