Lately, we’ve been spending a lot of money.

Amy (my girlfriend) and I just finished building a new house so there have been all kinds of high priced items we needed to purchase. With that being said, I have learned an aweful lot about what works and what doesn’t when it comes to selling high priced items.

Here’s my Top 5 Tips for Selling High Priced Items:

1) Get to Know The Customer’s Needs
It becomes very obvious very quickly whether the salesperson places a higher priority on making the sale or helping the customer. Ironically, if you help the customer first you’ll not only make the sale but quite often, the overall purchase will be higher.

So, find out why the customer is looking for what you have to sell. When we were searching for a new fridge, the person in Home Depot asked the right question.

He asked “What brings you out on a Sunday looking for a fridge?”. That led us into telling him that we just finished building a new home and we are looking to furnish it with appliances.

Guess what?

That opened the door for him to introduce us to many of the other appliances (read on to find out what happened ).

2) Educate The Customer
I’ll admit, I don’t really know what makes a good washer better than a cheap washer. But, the salesperson in Home Depot realized that and educated us enough so that we could see the value in the higher priced machines.

For example, the cheaper one had a plastic drum instead of a steel drum. The benefit of the steel drum is it has a longer life. Therefore maintenance costs are a LOT less - especially in about 2-3 years.

Next, the more expensive washer also had technology whereby it automatically reduces the temperature by a few degrees of your hot and warm wash instead of using the standard temperatures. The benefit is a much cheaper hydro bill.

It didn’t take us long to see the value in the more expensive machine and for an extra $150 it was easy for us to see how that money would be saved in a couple of months anyway.

Educate your customer on the value of your high priced item but more importantly make sure you translate that into a BENEFIT so it becomes obvious to your customer WHY it’s a better option.

3) Make It Convenient
As you can imagine, buying all these appliances creates a challenge in getting them home. Home Depot won again by offering FREE delivery.

The “Convenience Factor” often plays a large role in the decision of a buyer. Some people just don’t want to deal with the hassel of saving a few bucks, especially when it forces them to jump through hoops.

Challenge yourself to make it easy for your customers to purchase your product, consume your information, or use your product.

4) Give Them A Reason To Come Back
Along with trying to find new appliances Amy and I were also looking for furniture. During one of our many visits to all kinds of furniture stores I picked up on a great idea from a salesperon from Leon’s.It was right at the end of the day and it was time for the store to close. However, the salesperson gave us a GREAT reason to return to the store early the next day.

They were having a draw for $10,000 worth of furniture items that would be given away every hour.

Here’s the key to getting us back early…

If we entered our names in early, we would stand a better chance of winning some of the early draws because there are a lot fewer names in the draw…

…AND…

…even if our name was drawn for a prize, it would be put back in for another chance to win again!

The lesson was clear - even though you might not get the original sale, look for creative ways to give people a reason to come back. The same principle applies for your customers. Give them a reason to continue purchasing from you. If you don’t, they’ll go somewhere else.

5) Load On The Bonuses
Home Depot wins yet again!

Not only did they educate us, make it convenient to buy from them but they also loaded on all kinds of bonuses.

For example, if we bought 3 appliances (or more) we would get 15% off on all the items!

Plus, there was also another rebate for stainless steel appliances which would essentially make it the same price as the regular items.

By the time we were finished it was an absolute NO BRAINER who we should buy from…

AND… gues what happened?

We not only ended up buying the fridge but also the stove, microwave, washer, dryer AND dishwasher!

So here’s a recap:

1) Get to Know The Customer’s Needs

2) Educate The Customer

3) Make It Convenient

4) Give Them A Reason To Come Back

5) Load On The Bonuses

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About The Author
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Stu McLaren is an trainer, consultant and affiliate manager for some of the world's top internet marketers. Access his free training sessions by entering your name and email in the form provided below in the "Get Updated" section.

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Other Websites of Interest:
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IdeaSeminar.com
MarketingWebGraphics.com
GetStartedWithInternetMarketing.com
GetStartedWithInfoMarketing.com
BasicListBuilding.com

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