I explore the difference between value and price. When a prospect tells you "you are too expensive" you may be tempted to reduce price. DON'T! Reducing price does not create a more valuable product or solution. It only means you and your compnay will make less money! The answer for our Sizzlers is to show the VALUE you can bring. This episode will give you ways to sell your product/service even if you are wildly more expensive than your competition.

(0:00) Introduction to the episode

(0:34) Selling Problems, Not Solutions

(1:29) Articulating Client's Problem

(3:19) The Role of Packaging in Selling Solutions

(5:46) Tailoring Solutions to Client Problems

(8:04) Educating the Buyer: HVAC Systems Case Study

(10:18) Selling Solutions by Speaking to Client's Problem

(11:42) Conclusion and Sign Off