كيف تقنع العميل بشراء الأفضل والأغلى

Sahl Thursday,15 Jan 2026

1. Shifting the Concept: From "Cost" to "Investment"

The biggest mistake salespeople make is defending the price. The customer isn't concerned with how much effort you put into making the product; they're concerned with the return on investment. To convince them to choose the more expensive option, you must demonstrate that it will save them future costs.

Example: "This device is 20% more expensive, but its lifespan is twice that of other devices, meaning you'll save the cost of buying a new one in two years."

2. Price Anchoring Technique

Don't immediately present the highest price. Always start by offering a "super-luxury" option (more expensive than the customer expects), then present the product you actually want to sell (more expensive than the standard one). The more expensive product will then seem much more "logical" compared to the first option. The human mind compares numbers and doesn't initially analyze the absolute value.

3. Selling "Emotion and Results," Not "Specifications"

A cheap product sells specifications (this shirt is made of cotton), while an expensive product sells (a feeling of confidence, long-lasting comfort, and prestige).

When selling an expensive car, don't just talk about horsepower; talk about "the security it provides for your family" or "the prestige it gives you in front of your business partners." The customer is willing to pay generously for feelings and tangible results.

4. The Misleading "Middle Ground" Strategy

If you offer two options (cheap and expensive), the customer will likely choose the cheap one. But if you offer three options:

Basic (cheap): very limited specifications.

Professional (more expensive): the one you want to sell, packed with features.

Highly Advanced (very expensive): for the elite only.

The customer will feel that the "professional" option is the most balanced and intelligent choice, and will willingly choose it.

5. Focus on the "Cost of Regret"

Discuss with the client what would happen if they chose the cheaper option.

"Imagine you saved $100, but in the middle of your important project, the machine broke down. Is that $100 worth the worry?"

Here, you're not selling a product, but "peace of mind," and people are willing to pay a premium for that peace of mind.

6. Demonstrate "Scarcity" and "Exclusivity"

Expensive items are always associated with scarcity. A client who buys the most expensive item wants to feel they've acquired something "not everyone has."

Use phrases like, "We produce a limited number of this model to ensure superior quality," or "This offer is only available to those who appreciate the finer details."

7. The "Little Details" Rule

You can't sell an expensive product in an environment that appears cheap. Your manner of speaking, your appearance, your response time, and even the quality of the paper you print your offers on all send signals to the client's mind about the value of what you're selling. If the presentation is professional and impressive, the client will expect a high price and readily accept it.

8. Use Strong Social Proof

The client fears being ripped off by paying a large sum. But when they see successful individuals or major companies choosing this more expensive product, their fear transforms into a desire to emulate and catch up with the successful.

"Most of our professional clients prefer this model because it serves their long-term goals."

9. The Principle of "Psychological Payback"

Make the client feel they will recoup the product's cost through added value. If the more expensive product reduces electricity consumption or increases production speed, calculate with numbers how they will recoup their investment within months. Logical reasoning needs numbers to support the emotional decision of the heart.

One last thing, my friend: The client doesn't hate the high price; they simply hate feeling they've "paid more than they're worth." Your task is to amplify the value until the price becomes a minor detail compared to the benefit they will receive.