"I'm Gonna Make You An Offer I Can’t Refuse
Buddy!"
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Take
two different car sales lots.
Both
are selling the very same car… it’s a basic entry level
Ford.
They
both want to sell truck loads of cars … right? So …
Cars Sales
‘A’ runs this advert.
Ford
Focus 13 GL.
£7,995.00
Car Sales ‘B’
offers an identical car at a higher price in their
advert.
Ford
Focus 13 GL.
-
Leather interior. Choice of 3 colors.
-
Metallic paint. Choice of 3 colors.
-
Alloy wheels. Choice of 3 styles (including RS
wheels).
-
Electric kit.
-
FREE insurance for 12 months.
-
FREE car styling kit valued at £999.00.
-
FREE CD/ player.
£8,495.00.
Who
sold the most? Was it ‘A’, the cheaper option or ‘B’, the
higher priced option?
Read
this next bit first before I tell you.
NOT
JUST A CAR!
Do
people buy a car or do they buy an extension to their
personality? The facts show MOST buy more than a car. So,
you have to sell ‘more than a car’.
Car ‘B’
is virtually letting the buyer create their own car. It’s
part of them, it’s their choice, look and feel. Car ‘A’ is
selling … just another car!
Options
are good. Offer is good. Sales are good!
PERCEPTION!
The
perceived value of car ‘B’ although higher in price was
seen as a cheaper option. Reason is this. The value of the
offer far exceed the perceived value in the buyers mind!
Answer
is ‘B’ (even though the price is higher) Why?
This is
all about the offer. More important it’s about what the
buyer is thinking. What goes on in their mind
pre-purchase.
In
simple terms: although higher in price the offer was seen
as a cheaper option!
YOUR
OFFERS
Want to
sell more? Simple discover how to make any offer
mouth-wateringly irresistible!
Ok, I'm Outta here, catch you
all soon.
Alan
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