People Buy Based On Values
by Dr. Ginger Bratzel [People Buy Based On Values] And this week, we've been talking about why people buy, or more importantly, why they don't buy. Today’s topic is about Value, and Value is not a dollar amount. Value is an emotional word. When somebody doesn't buy, or you're concerned that they're looking for a lower cost, it’s because they didn't find Value in what you're recommending. Whether it’s presenting a proposal, an estimate, or a treatment plan, whatever the appropriate term is for your business, when they choose not to do it, it’s because the Value of doing it with YOU was not established. When Value is not established, they're looking down the street to somebody who else offers similar types of services, trying to compare apples…