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 and topic: Sell value, not price

(1:44) The IBM sales training and understanding added value

(2:45) The importance of customer value vs product discounting

(4:35) Real-life case study: The bottled water industry

(8:47) Exploring customer's personal and emotional values

(10:34) The salesperson's role in identifying prospect values

(13:32) Conclusion: The significance of selling value over price

(13:54) Closing remarks and request for reviews