We’ve all seen it. A sale is being made and the seller offers the product and then begins to stack bonuses on top of the offer.
The buyer’s psychologically automatically jumps to the same conclusion every time “your trying to justify your price”.
Stacking value with bonuses is an upward movement toward an even more shallow discussion.
This webinar uses the value model to look at the difference between stacking upwards versus going deep and layering value downwards.
When we take the buyer deeper into value we take them further away from the shallow purchase decision of price.
