How to Create a Product That Motivates Customers to Buy

Value selling is an important sales technique that relies on building on the inherent value of a product or service. Because customers often use price as the dominant factor in a sales negotiation, sales pros need to demonstrate that sometimes the higher price is actually a better solution -- a higher value.
In professional sales, customers give lip service to value -- wanting the best bang for their buck. But, in reality, when push-comes-to-shove, all they want to do is squeeze salespeople...