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Any product is measured by his quality, price and package. An over price product could be sold by the great quality involved which can include the materiel for example, durability, and features.
To the High-Valued Customers presenting it's high quality & long lasting effect.
I will try my best to convince the customer about product quality compared to our competitor and explain to the customer about things that he don't know about the product.
People never buy feature of the product they buy benefits. Price is the feature of the Product by converting this feature into benefit will never make the issue of pricing.
An overpriced product with a big brand name attached to it is never a problem, the problem occurs only with those products that doesn't have a well known brand name attached to it, then it becomes a little harder to justify the price tag. Then we have to come down to the USP of the product in order to sell it !!!
If as a sales person you feel the product you are selling is over priced you are getting too personal with the product and not looking at the target audience. a product might sound and appear over priced to a salesperson, but he must understand that a huge effort goes into market research must have involved the segment of the population that is being targeted. And only after all the due diligence the pricing is done, you must consider the fact that it might be the buying power and need for a certain product that results in a certain perception.
The product that is overpriced is always perceived so especially in high competition market , if the product will bring added value to the project as justified cost & time saving you can sell based on those value otherwise you will lose your time promoting so understanding the real value that can bring your product can justify the differentiating high price.
A overpriced product can be sold by identifying the need of the customer and upon the quality and standards and its is such a professional entertainment .
First of all the sales person's job is not to judge the value of the product he sells. he should have the trust on his company he works for and the product he sells. His valuation of the product must be a crude way of evaluation. It need not be right. This sales person will have to change his attitude or else he will have a very though time in his career. More over it is better for this person to immediately resign the job because with this mind he can never perform to the expectation of the management. He will be surely a liability to the company.
- Focus on value, quality, benefits, brand and company's reputation rather than price.
- Focus on customer who really choose for value, quality, benefits ... etc above price
- Use some customers as reference
- Don't give the customer a chance to compare prices (or at least try not to)
obviously an over priced product certainly covered with a merits.. so i go with that and positively i will convert in to my sale..
