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Como Vender um Produto ou Serviço Caro?

Muitos vendedores ou distribuidores reclamam que os produtos da empresa que trabalham são caros. O primeiro passo para superar esse problema é descobrir se o produto realmente é caro.

Para descobrir se o produto que você vende é caro, observe as perguntas abaixo. No final delas eu coloco algumas dicas que podem ajudá-lo a superar o problema.

Como Vender um Produto Caro


Esse é o primeiro indício de um produto caro. Se a concorrência vende um produto idêntico por um preço menor que o seu, muitos clientes vão considerar o seu produto caro. A parte boa da história é que para barganhar preços, os consumidores costumam avisá-lo: “Olha, o fulano vende o mesmo produto mais barato que você”. Dessa forma você poderá montar sua estratégia. O que você poderia fazer para realizar a venda sem reduzir o preço:

– Diminuir o Prazo de Entrega – Muitas pessoas (para não dizer a maioria delas) esperam as coisas para ontem. Se você conseguir reduzir o prazo de entrega do seu produto, pode usar esse fator como um ótimo argumento para fechar uma venda. Na internet você pode fazer isso automatizando seu sistema, enviando o produto automaticamente após o pagamento.

– Qualidade do Atendimento – Outro fator importante. Uma pessoa gosta de ser bem tratada. Na internet ou fora dela é comum que empresas ou empreendedores que trabalham com a margem de lucro baixa aumentem tanto as vendas, que a qualidade do serviço cai de forma absurda. Os e-mails demoram a ser respondidos, o atendimento telefônico é seco, o suporte é nulo, entre outros fatores. Posso garantir que se você prestar um atendimento de primeira, muitos consumidores vão comprar de você mesmo pagando mais por um produto.

– Formas de Pagamento – Outro fator importante que faz toda a diferença. Se você possui várias formas de pagamento e permite que os clientes possam parcelar os produtos em mais vezes que a concorrência, também pode usar isso como argumento para vender um produto mais caro.


O que é mais caro: comprar uma caixa de leite estragado por R$ 2,50 ou uma Ferrari por R$ 450 mil? Claro que é a caixa de leite. A pessoa que compra uma Ferrari tem uma enorme lista de benefícios à disposição: qualidade, conforto, status, entre muitos outros. Agora me diga o que uma caixa de leite estragado oferece? Mais peso no lixo.

Existem pessoas dispostas a pagar muito dinheiro pela solução de um problema, pode acreditar.

Se você conhece algo que outras pessoas não conhecem, pode cobrar um bom valor para vender o que sabe. Com a ajuda da internet você pode criar um curso online e vender o seu conhecimento por um bom preço. Seu único desafio é mostrar os benefícios de seu produto aos consumidores.

Qual a melhor forma de fazer isso?


A Ferrari é um carro que todos conhecem, mas imagine que um vendedor de carros precisa vender um novo modelo de veículo, que não seja muito conhecido, por um valor elevado. Por mais que ele explique os benefícios, o cliente pode retrucar que o produto é caro, pois não conhece a qualidade do veículo. Dessa forma, a melhor forma de convencê-lo é oferecer um Test Drive, provando ao consumidor que o produto tem qualidade. Se o cliente gostar do que viu, é normal que a venda seja feita.

Na internet as coisas funcionam da mesma forma. Você precisa provar que seu produto vale o preço que você está cobrando. Para fazer isso você liberar o produto de graça a ícones do seu nicho de mercado e pedir um depoimento em troca. Por que você acha que as empresas de material esportivo contratam grandes atletas para campanhas publicitárias? Para passar credibilidade. As pessoas pensam: “Ah, se ele usa o produto é bom, vou usar também”. Então, o preço se torna irrelevante.

Outra forma de mostrar ao consumidor os benefícios de seu produto é entregando valor gratuitamente antes da venda. Se a informação for de qualidade, o produto ganha força e a venda é questão de tempo.

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Gostou? Então Deixe Seu Comentário Abaixo :-)

3 Comentários! Comente você também!

  1. ivanilson #

    gostei muito, e tirou varias duvidas,coisas que estavam na minha cara e eu não tinha percebido ainda. muito bom