Great info Brian. I work in a grocery store, my job is to sell fish to consumers. The main objective I come across is the price of the fish that I have on display. I have implemented your tip in showing the value of the fish, and emphasize the quality and freshness that separates my fish to our competitors in other grocery stores across town. This single tip has increased my overall sales, and has also helped my coworkers who have struggled to make sales in my department. Thanks again, for all you do!

Tactic I use for showing value is : 1. take them to near future, where they are using our product and seeing real results 2. while demo showing how our previous client is benefitting out of it. 3. Asking questions whose answers would be yes only(my favourite)

Brian brought so much value to this world, it's incredible.

I aim to emphasize how using my service will simplify things for my client and save them valuable time. I also explain how my service does not come with a high mark up when others will charge more for the same product. Finally I listen to my clients and remember what they say. For example at a later date I will repeat something they mentioned was important to them or text them if an important event happens for them. This personal touch illustrates my value and commitment to my clients.

Love this, such a simple video, no loud voice or shouting. No loud music. And straight to the point. Thanks Brian!

Good job as always Brian..... Really the only things a customer cares about are the benefits, results, and solutions for them nor do people like to feel like they are being sold a product or service.... Many sales people NEED to learn how to actually listen to and understand their customers wants and needs as well as seem like they are pushing for a sale just to make a sale... If a person gets an objection over price then the sales person has not done a very good job informing about the benefits, results, and solutions regarding their product or service... Yes you do want to compare other similar products and services to yours although you do not want to bash the competitive products or services although you DO want to let people know what makes your products or services better for your customer's needs / wants.

Mr. Tracy . thanks for the awesome advice. I am 47, and just starting changing careers into sales . I am really excited about this. Thanks for the tips. I love the value vs price. brilliant.

you sound so pleasent, and its seems you are telling true from deep of your heart

Brian Tracy's book "The psychology of selling"is a must have book!

i m a sales agent, i want just to thank you for all your tutorials! so interesting and valuable! Respect...

Hi Brian. First of all I wanted to thank you for all your contribution to helping all of us overcome our barriers. I am an Albanian guy (European) who has failed in life until 25 years old. And one day i ran into a book called “How to win friends and influence people “ which opened my eyes in so many things and i was able to open a whole new chapter in my life. I’ve always seen myself as a follower but ever since I read that book and others like “Think and Grow Rich” I’ve had the thought in my mind that i wanna be a leader and not a follower and I don’t wanna work for money but make the money work for me. I learned this from the books, ain’t my fault haha. I’m not the type of college guy but i love reading. I’m very sociable, not awkward and for the last 2 years excelling at my current job which is costumer service for an Italian company in Italian language. For the past 2/3 years I’ve been having the burning desire to find the way of initiating a business. But being 28 yr old makes me think like I’m too old for such a big thing. Here is my question for you: Am I daydreaming here? Thanks in advance

Good thoughts. An additional item on your point on developing a customer avatar and their needs is to have deep customer knowledge; see it from their eyes and understand their use case. This helps make a detailed and accurate avatar and needs profile.

Brian Tracy is the Living Legend of Motivational Speakers. He is 76 now. I discovered his books in the Philippines in the late 1980s. I wish he lives to be 100 so that he can touch more lives and inspire more people. May GOD bless you always Sir Brian.

long live Brian Tracy :)

Very good video mr. Tracy. Short and with a lot of content. One of the most common problems I have seen in sales is that people just vomit the features and benefits of a product but don't listen to the customer at all. I have found that in sales who asks more gets more. Sales is the game of discovering the pain of a customer and then and only then offering the benefits of our product. And this is key in high ticket sales.

Excellent! I work for Snap-On Tools and this was a great video. I sell high quality tools at a higher price then some of our competitors selling lower quality tools at a lower price but appear to be similar tools. Selling value and service over price is always my biggest obstacle.

I didn't know I was setting up my first business plan correctly. before watching this I had confusions and fear in my mind and was thinking to think something new. Once you said study successful people and you would be successful. Thanks for sharing your years of experience.

Hi Brian, I am second year into starting a business in the UK. Every time I get down or lost I get one of your great videos up to put me back on track. Thank you. Tania

"People don't buy products, they buy the results they give them." Great insights Brian!

i use what brian tracy taught me. i paint pictures of them using their products and enjoying benefits.Making it vivid in their minds makes the offer compelling to them. i also use metaphors to show price comparisions...e.g. for a price less than a coca cola bottle per day or a cup of cofee,you can invest in your child s health and see them more active, growing better and developing strong immunity in the years to come and also may reduce uncomfort of recurrent medical visits and expenses. wont it be great??

Brian, you're the best sales and business teacher ever! Thank youuuu

Brian, your videos are extremely excellent and helpful particularly for people such as myself who have just transitioned from a technical role to a sales role! Your delivery is articulate and eloquent. Thanks so much for these videos! Have you written any books?

Thanks Brian, you have given me a lot to think about. Unfortunately I do not have any experience that I can share as advice at the moment.

This video was shared by our Warehouse manager on our Company Whatsapp group. Fantastic video and lesson.

Good evening Mr. Brian Tracy. First, my name is Trần Lê Cường. ( you can call me cường if you want.), this Video is my first video which I've watched and I'm really apreciate everything you show me from this video. I totally agree on your concept. the reason I agree on this is because I understand one thing. Every single person who've decided to buy one product or service is because the'll see the great picture in the future when they decide to buy it and that picture is the result of the value come from that product or service. And I think If I'm just focusing on sell something with the cheap price rather than give something that have more value, that will be cruel.

Incredible lesson, expressing value customers they are paying for added value for their business not just for another product or service .

The Power in Value over Price Hello Brian, those are good ideas about selling on value and not on price, I also like the great use of environment you used to present the video, I have seen other people speak about value verses price however the place they recorded their video did not reflect the messages they were giving. Excellent Presentation Apart of value I can see is presentation which shows you give excellent value. I have learned a lot just looking at the value of your presentation, I can see why you are one of the great names in personal development. Powerful Introduction I love your choice of music and the introduction video, many of the people who I have seen present on value verses price, have not bothered to look carefully at these important areas. Indeed the experience that you have give in the professional way your presentation is constructed shows why an investment in your services would be money well spent. Attention to Detail Your attention to detail in the making of this presentation, does show clearly why the advise you give is clearly congregant with how you are delivering it. You are the person who can be trusted to deliver good advice because the message you give is in line with how you deliver the message. I have learned many great lessons from your presentation today, on a multitude of different levels. To become the best you have to learn from the best. You are the best. Edwin C Barnes Like Edwin C Barnes in the book Laws of Success, can also see a Thomas Edison in you, and like Barnes I might me tempted to travel Blind Baggage to work with someone who delivers great value to his clients. You Don't Know What you Don't Know In concluding I acknowledge that there is a wealth of knowledge and learning to just put in practice the ability to give real value to clients as you have described in this presentation. And look forward to learning as a student at the foot of a great master. Indeed the greatest people were apprentice at the foot of their masters.

So obvious, still good to hear it in such clear words, thanks a lot! Made me more confidant

hi sir, i'm appreciating your effort and sharing your experience with others through this useful channel . the purchasing drivers for all consumers allover the world are two main factors which are quality (value) and price . so number one we have to understand the consumer and customer segmentation to realize easily with whom I have to concentrate more . and end of the day there is a magical statement " features are telling and benefits are selling "

I work in the field of healthcare and we focus on the patient experience. The greater the experience we can bring to a patient the greater value we are to them. Being a patient in a hospital can be the worst time in most peoples lives. It is our job to make the experience as safe and enjoyable as possible given the tough situation.

I really like how simple this is put! Super valuable!!

Funny how Brian's videos and audio trainings I've bought and learned from still hold true even in today's different sales methods. Tried and True!

I do it a lot just like you teach! The result is fantastic! I look forward to make more sales simply explaining my prospects how benefits they will get, and get a YES on the deal from them first, before letting them compare the price. Yet, YES, YES, YES, is already close price. :)

Loved this thanks Brian - people don't buy products, they buy the value of the outcome.

Thank you Brian Tracy. Sir,You are inspiration for us.I eagerly wait for your new book. I always make search everywhere. Books like Maximum Achievement Goals,East that Frog changed my life.We love you.You are the Best.

Many thanks Brian, less than 5 minutes video showed me more than several training courses. Congrats!

Dear Mr. Tracy, thank you for you efforts to help people to be successful. Every video you produce is so much filled with valuable information. :)

I agree. To the point of value, I've found it builds relationship (a la Consultative selling) when sometimes I have to tell a customer, no, actually the product I have that you've asked about cannot do what you want and you should keep looking for the one that can meet your needs. The customer realizes I'm thinking about the value to them and not my desire to make a sale and so is more likely to listen to me going forward.

I learned a lot from Brian, Chet Holmes, and Keith Rosen. It is True value supercedes price when you have a product or service that is superior. Im a musician and in the independent living communities there is a glut of pianists that play standards and vocal crooner music such as Sinatra, Dean Martin, Bobby darin etc. I Play guitar and I always tell the dierctor or restaurant owner that I play guitar and play everything from classical, Latin, Jazz and pop. I can get more work than most musicians because my value lies in my variety of repetoire.

Such a simple but great strategy

watching this today it really helped as when I was you I was very good at selling my mother produce now that I am an adult I had started own business and selling my produce is the hardest part as I did not know how to communicate value, thanks a million time

i'm veeeeeryyy glad and thankful that i found the most valuable teacher .... his words like magic ..

You are the best in the world. I always use yours strategies in my company. God bless you

Competence = Confidence

Bryan, thank you for this sharing. Also providing after- sales service is valuable. Like me in the insurance industry I explain again the value of the plan when I deliver the policy contract.

Brian thanks from Brazil. This video helped me a lot!!!

Thank you Brian With love from the Philippines🇵🇭

Love you Brian!

You are the best.

I appreciate your movie which is very helpful to move forward to value and consultant sales activity.

Great Video!😊 Thank you Mr. Tracy

Just perfect, very actionable!

thank you Mr Tracy! something that helps me is "empathy" with a client.

Love this video as simple as it is showing the value awesome thanks 👍🏻

Love Bryan😘Thank you for teaching us.

U r one of the best ideal for me sir thank you so much for your valuable service 🥰🥰🥰

Thank you Master.

Thank you for the video! I think it's also important that the product or service someone wants to sell in reality actually have those stabile and real values, they don't just sell it with smart marketing tools. I think it is important to really take an insight weather what I am offering is really making a difference in the world or not. If not, there might be new ways to estabilish that (via networking with other companies / oranisations or other ways) or change to something else that the person really feels valuable. I think awareness and connectedness to the whole is also necessary when we are positioning out product. For example: Who is the worst customer, who is the person on the other half of the globe who can't afford to buy my product (because they don't even have drinking water from the tap). How can my product be so valuable that it will not only pay off my working hours and living expenses, but make it possible that I also offer to those who are in need?

Yes indeed I can testify what he as just said

NOTES: - Quote: "Customers buy or value your service because they anticipate [and] enjoy a value that they would not have in the absence of your product or services. People don't buy products; they buy the results that product will give them." - Brian Tracy - Focus on explaining how your offer works for the customer by expressing how your offer will benefit them and is valuable to them. If you focus on why it's valuable, the price will be less and less important. And if you don't do this, the only thing you can talk about is the price. Make the offer valuable, not pricey. - Value is perceived based on how beneficial your offer is to the customer. The more beneficial an offer is, the more valuable it is. And this is how you will be able to control how much value you're giving a customer. - Show your customer how much they will benefit from your offer if they make you their choice, and you will start to sell and build value. Remember: the more you focus on the value, the less important the price becomes.

Thank you Mr Tracy! Very clear and you actually added value! 😂

Great tips, I already focus on the problems I solve for my clients instead of the technologies or method of how I do it, and I can easily see the differences of both ways even in the red ocean markets I have been through.

I am so happy that my professor directed me to this video.

Wow Brian is always outstanding!

Thanks Brian, Your videos are very helpful.

Be there on time. Brian you are great

Great tips Mr. Tracy, Thank you! You have a new subscriber!

Excellent advice

Thank you !

Great value in this video! Thank you very much.

Thanks Brian

Thank you Brian. Live long.

Thank you Mr. Tracy

Great insight . Thanks

Thank you!!

Keep up the good work! You are the best!

Nice words Mr brian tracy.It really helped

Great lesson

thank you very much for your that info, I love it.

Normally every competitor sales person selling the same product, say for example we are dealing in Industrial Air compressors, is explaining almost the same benefits. Then how we can distinguish our product and services to win the sales

By exactly giving the customer what he is looking for !

thank you Brian Tracy...

thank you very much Brian ...

very helpful thank you

Thank you good information, I create a new product and I gonna apply this formula.

You are incredible!!!!

Thanks Brian for such great inputs. What if my perfect customers live in a particular demographic where the value and the price have equal importance or sometimes the price wins the battle. How do I handle it considering my cost price difference is marginal. Thanks.

Oh, man! Where have you been my entire life?!

Thank you sir !

Lot of Insight

Well said, this guy's a pro

Great person!!

Great video thank you. As one who is trying to adapt my handmade crafts business for a more high end clientele I need more videos like this. How do I advertise being Im essentially a newbie? How do I make my product shine

Great video Brian !!

Very insightful, I have a question. i have issues with a low profit margin in the rice flour business. the present COGS is very close to the selling price. common sense should tell us to increase the price right? but increasing the selling price is a problem because we are new in the market. Considering the price of substitute goods, i think it will be weird to increase price. what kind of story can we attach to our rice flour product to increase price and what other advice will you recommend to increase profit

love it

Thank you

Time less stuff thanks Uncle Brian 🙂

Very helpful. thanks -

EXCELENT! PERFECT!