Every time when it comes to closing the sales process each entrepreneur or sales team want to close the sale with the most expensive offer that is also most profitable offer in the same time. I want to share some tips that I have implemented these months to close the sales process with the most expensive offer.
The Most Important Elements in Sales Presentation
Before the meeting, I construct my presentation with three most important elements that have a big impact on the buying decision of the potential client.
1. The Price Became the Last Thing in the Presentation Process
I want to sell value through quality services that will solve the problems of my potential clients. Because of that I charge higher prices than my competitors and know that nobody would buy mine higher priced services over the lower priced services, unless they knew all benefits and values that will receive.
In my last case when the potential client comes to me to see my offers I start with my presentation. The presentation was structured in the following order:
- Short introduction to our services. What we make and what they will receive from our services?
- Our current and previous work. I show him my current projects with the one big company and also some of the previous projects to see what type of services they receive as one of my clients.
- Current situation of the market. I show him how some of the my competitors (without identity) make a mistake and because of that the client comes to me to fix that mistakes.
- Presenting the offers. At the end I present him the three possibilities of the offers with the benefits and features and at the end the price of the individual offer. I start with the cheapest offer first and finished with the most expensive one.
2. Make a Mix of Products and services in the Most Expensive Offers
I want to build my most expensive offer with the benefits and features that nobody will give him. Because I’ve already had some products that are cheaper and valuable I include that my product free in that offer.
With this I don’t loose nothing because that products are in the form of a membership site as a coaching program for the small businesses. And I think that this was most important part and the most valuable part for them when they choose the most expensive offer.
3. Several Types of Offers
I’ve been talked with my business partner about the several options that the potential client can choose from our overall offer. He has experience because of previous job in some marketing company, and said that in that company they always make 3 different offers with three different prices from cheapest to the most expensive offer. Their experience with this kind of offers is that clients usually choose the middle offer that wasn’t most expensive and in the same time wasn’t the cheapest offer.
Our target, normally was to sell the most expensive offer. However, with this strategy we are trying to save the client with buying the middle offer if they cannot have possibilities to by the most expensive offer.
These are the three tips that I try it and succeed to make a business.
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Alena
http://smallbusinessgrant.info