22 Ways to Sell an Expensive Product

Selling an expensive product to a person who needs it can be a daunting task - but it's not impossible. With some compassion, understanding, and patience, you can help them see the value in the product and make a decision that will change their life for the better.

Here are a few tips to help you sell an expensive product:

1. Sell the experience, not the product. Focus on what the customer will get from using your product - rather than just listing its features and benefits. For example, if you're selling a vacation package, talk about how it will feel to relax on the beach, explore new cultures, and create memories that will last a lifetime.

   This is especially effective for luxury items or experiences - because people don't just want the product, they want the lifestyle that comes with it.

2. Partner with the government. If you're selling a product that is needed for health or safety, you may be able to partner with the government to help with the cost.

   For example, if you're selling fire extinguishers, you could reach out to the local fire department to see if they're interested in purchasing them in bulk. This can help to offset the cost for potential customers - and make it more likely that they'll buy from you.

3. Make a donation. If you're selling an expensive product that isn't necessary for health or safety, consider donating a percentage of the proceeds to a charity or cause that is important to the customer.

   For example, if you're selling a luxury watch, you could donate money to a charity that helps children in need. This will make the customer feel good about their purchase - and help you to stand out from the competition.

4. Acknowledge and Understand their situation. Take the time to understand why they're in this position, and what they're looking for in a product like yours.

   Don't try to gloss over the fact that they may be struggling financially. Be understanding and compassionate. Clarify the importance of making a decision. They are making a choice to stay stuck or step outside of their comfort zone.

5. Be transparent about the cost. People are more likely to buy an expensive product if they understand how much it costs and what they're getting for their money. So be sure to breakdown the cost of each individual item and explain why it's worth the price.

   For example, you could break down the cost of a $2000 watch into its individual components, such as the materials used, the manufacturing process, and shipping costs. This will help the customer to understand why it's worth the price - and make them more likely to buy.

6. Understand why people buy. People buy products and services for a variety of reasons. Sometimes, it's simply out of convenience or to save time. Other times, people may feel they need a product in order to fit in or look better. Some people purchase items impulsively, while others take their time considering all the options before making a decision. When selling an expensive product to someone who needs it, it's important to understand why that person is interested in the product in the first place.

7. Make a personal connection. When people are buying an expensive product, they want to feel like they're making a smart decision - and that means they need to trust you.

   One of the best ways to build trust is by establishing a personal connection with your potential customers. For example, you could connect with them on social media, offer free consultations or demos, or send personalized emails. Whatever you do, be sure to focus on building relationships instead of just making a sale.

8. Be compassionate. This is someone who is likely struggling, so be understanding and show them that you care about their wellbeing.

   Ask clarifying questions and listen carefully to their responses to make sure the product is necessary. This may seem like a no-brainer, but it's not always easy to tell what people need. Sometimes people are so desperate for help that they'll buy anything - even if they can't really afford it.

   Show them you care. People who are struggling financially can often feel like they're invisible or that no one cares about them. When selling an expensive product to someone who needs it, make sure you show them that you do care - and that you want what's best for them.

9. Give them a reason to believe that they can afford the product. In many cases, people just need a little boost of confidence to convince them that they can afford something. This is where your sales skills will come in handy. You'll need to be able to show the customer that they can afford the product - without putting them in a difficult financial situation.

10. Put yourself in your customer's shoes. When people are considering buying something expensive, they want to know what they're getting for their money.

    Take the time to walk them through everything the product has to offer. Be available to answer any questions they have so they can make an informed decision.

11. Help them understand the product. Make sure you focus on the benefits of your product, not just its features. Features are what make up a product, but benefits are what appeal to consumers and motivate them to take action.

    Talk about how the product will solve their problem, make their life easier, or improve their situation in some way. For instance, "this product has a 20-hour battery life" is a feature, whereas "you'll never have to worry about running out of power.

    Notice that clarifying the benefits helps the person see how your product will improve their life - whether it's through increased productivity, improved health, or something else entirely. It also clarifies why your offer is different from someone offering a similar solution.

12. Appeal to emotions. People are emotional creatures - so appealing to emotions can be an extremely effective way of getting them to buy something they need but may not have the money for. For example, if you're selling a high-end luxury car, talk about how driving it will make the person feel. Will it make them feel important? Successful? Sexy? Powerful? Confident? Use emotional language to paint a picture of how owning the product will improve their life.

13. Appeal to intellect. Sometimes, appealing to someone's intellect is a more effective way of getting them to buy something they need. If you can explain the benefits of owning the product in terms of what it will do for them, they may be more likely to make a purchase.

14. Use coupons and discounts. Everyone loves a good deal - so offer your potential customers a discount on the purchase price of your product. For example, you could offer a percentage off, free shipping, or a free gift with purchase. Just be sure to set an expiration date so that people are motivated to take action.

15. Highlight the warranty. When people are making a big purchase, they want to know that they're covered in case something goes wrong. So be sure to highlight the warranty or guarantee that you offer on your product. This will give them peace of mind and make them more likely to buy from you.

16. Create a loyalty program. People love getting rewarded for their loyalty, so create a loyalty program that gives customers incentives to keep buying from you.

    For example, you could offer points for every purchase, discounts on future purchases, or exclusive access to special deals and promotions. This will help to build customer loyalty - and make them more likely to buy from you again in the future.

17. Make it easy to buy. One of the biggest barriers to purchase is the hassle of going through the buying process. So make it as easy as possible for your potential customers by offering multiple payment options, such as credit cards, debit cards, PayPal, and Apple Pay.

    You can also simplify the checkout process by using a shopping cart or by providing customer support. This will make it easier for people to buy from you - and help you to close more sales.

18. Make it affordable. People want to feel like they're making a smart investment - even if it's an expensive one. They need to understand how the product will improve their lives, both in the short and long run. For example, help them to see how it will help to save time, money, energy, resources , or improve their health.

    If you can show the potential customer how your product can help them to reach their goals, they're more likely to buy it - even if they don't have a lot of money. Keep in mind that people are often willing to make sacrifices if they feel like it will benefit them in the long run. So be sure to highlight all the positives!

19. Offer financing options. When people are buying an expensive product, they often don't have the money upfront - which is why offering a payment plan can be so effective. If the customer truly needs the product, but can't afford it outright, work with the person to find a payment plan or financing option that makes the purchase more manageable for them.

    For example, you could offer a 0% interest financing plan for 12 months, or allow customers to pay in installments. This makes the purchase more manageable - and therefore more likely to happen.

    You can also work with a third-party lender. Just be sure to do your research first so that you can offer a reputable and trustworthy financing option.

20. Use social proof. People are often influenced by what others do and say. So if you can get credible people to endorse your product, it can be a powerful selling tool. For example, you could feature customer testimonials on your website or social media pages.

    You could also hold events or workshops where people can try out the product before making a purchase decision. This allows potential buyers to see and hear from real people who have already bought the product and are happy with it.

21. Offer support after sale. Put customer appreciation, customer service, and follow-up into your post-purchase system. After the customer has made their purchase, check in with them periodically to make sure they're happy with the product and/or service.

    Express gratitude and appreciation for the customer making the decision to invest in your products and/or services. The reality is there are others with similar offers, but they chose you.

    This is also a good time to upsell or cross-sell related products and services. For example, if someone buys a seat in your mastermind or high end coaching program, offer them a gift box, access to a live event, vault of other information products or individual coaching sessions.

    By showing that you care about your customers even after they've made a purchase, you build trust and loyalty - which can lead to repeat business down the road.

22. Be patient. It may take some time for them to make a decision. They may need to think about it (and save up) before they're able to commit to buying the product. Nurture the relationship by staying in touch and keeping the dialogue open.

    It can ake a lot of time and effort to sell an expensive product to someone who needs it - but don't give up if they're resistant at first. Be persistent, but don't be pushy. If they're not interested, move on and try again later.

In this post, I've shared 22 ways to sell an expensive product. By following these tips, you can successfully sell an expensive product to someone who needs it - even if they don't have a lot of money.

INQUIRY Do you have any other tips for selling an expensive product? Share them in the comments below!

Blog post updated 8 February 2022