Perceived value is only one of numerous factors that help a prospect become a buyer. In fact, for most buyers, perceived value is more of a right reason than a real reason to buy.

It’s one of the Three Criteria of Customer Fulfillment:

1. Safety — there’s little or no risk of any kind for the buyer.

2. Efficacy — it does what it says it will do. It keeps its promises. It works.

3. Value — the benefits outweigh ALL of the conditions that the customer needs to meet in order to obtain them, including the first condition: price.

You can learn more here: http://profitclinic.com/dontgo/3criteria/

Hope this helps.

John Counsel

People buy because it is the value that they are getting in exchange for their money.
It all depends upon our offer and how we read buyers’ psychology.

Cheers,
Codrut Turcanu – “Succeeding Against All Odds!”

John

I have never thought of that the difference between need and want.

What is it that buyer have in mind.