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Here are 6 ways to enhance value to make sure your clients don’t decide to spend their money at Walmart rather than you:
1. Do a better job of identifying what the buyer is trying to accomplish with your product. “What is the number one thing you want this product to do for you or help you do?”
2. Show how your product’s worth is greater than the price you are asking for it. Take the time to creatively build value that exceeds price and ensures that the prospect is making the right decision.
3. Show how your product will sufficiently solve problems and why the customer will love it. People buy for two reasons: (1) to solve a problem; and (2) for love and to feel good. If they don’t believe one of those two things, the price will not matter. “On a scale from 1 to 10, how would you rate this product?”
4. Be sure that the proposition you are presenting is within your customer’s financial means. Having too much of a product is the fastest way of forcing you to cut your price.
5. Become thoroughly versed in the fact that price is a myth—one that is disproven every day when people give up their money for something they desire. Check out my book, Sell or Be Sold, in which there is an entire chapter on this topic of the price myth, how it is a destructive belief, and how it is destructive to creating your own economy.
6. Give customers great service—When I was in my twenties, I was selling a highly competitive product. I was meeting with a prospect on a very hot day, so I asked him if he would like something to drink. He said, “I would love a Diet Coke.” I left him and came back with a silver platter, one glass with ice and one without, straws in both, and a can of Diet Coke.
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Grant Cardone is a New York Times bestselling author, the #1 sales trainer in the world, and an internationally renowned speaker on leadership, real estate investing, entrepreneurship, social media, and finance. His 5 privately held companies have annual revenues exceeding $100 million. Forbes named Mr. Cardone #1 of the “25 Marketing Influencers to Watch in 2017”. Grant’s straight-shooting viewpoints on the economy, the middle class, and business have made him a valuable resource for media seeking commentary and insights on real topics that matter. He regularly appears on Fox News, Fox Business, CNBC, and MSNBC, and writes for Forbes, Success Magazine, Business Insider, Entrepreneur.com, and the Huffington Post. He urges his followers and clients to make success their duty, responsibility, and obligation. He currently resides in South Florida with his wife and two daughters.