Sales and the benefit balance

sales courses

 

 

Sales and the benefit balance

 

When you buy anything from a candy bar to a house you always use the benefit balance

 

On one side of the balance is the cost of the item

On the other side of the balance are all the benefits you are going to get from owning that item,

 

When the benefit that you derive from the item outweighs the cost you will buy the item

 

So for example something that will give you a few minuets of pleasesure such as a good coffee from your favorite coffee shop easily outweighs the cost, the benefit it tipped in the direction of the coffee and you buy it

 

For a more complex example consider a TV. Lets say you love TV, and you think that a bigger screen would make you more happy. But them you think, but I’m not going to pay more than 400 for it

 

You have set the benefit balance yourself. 

Extra enjoyment = 400

 

So

 

The poor sales person sells you the biggest screen you can get for 400

 

The good salesman starts at 400 but points out that for 450 you could have an even bigger screen,

 

In your head you can’t see the extra value of the bigger screen, so you say no.

 

The sales person then says that the bigger screen is

Bigger

Hd ready

And 3d ready

It is also future proof so that you wont need to spend any more for a long time

 

He is loading the benefit balance so that 450 seems like a real bargain

 

So you pay out, and we all justify it in the same way

 

‘Well, I spent more than I thought but I got such a great deal’

 

That is proper selling, the customer gets a great deal, you get a bigger sale.

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