I was watching college football earlier this afternoon, and what I find interesting is that I was able to go through the channels and find 8 different games to watch on my regular Direct TV service (not the football package). That means 16 different teams from various markets around the country. Then after those games are over, others will be broadcast as well. I'm not sure how many but maybe another half-dozen or so.
Here's my point, Direct TV sells and promotes this rather expensive college football package (and the same for the pros), yet I can watch such a variety of games without their premium package. I may not get to see my favorite team every week, but I get college football. Seems to really dilute the value of this package.
They do the same with basketball, soccer, baseball, and NASCAR. The NASCAR promotion is really funny, because every single race is broadcast anyway, and all you get from them is access to 5 drivers - their choice not yours and not the same week-to-week.
So their premium package has lost its luster for me. Why pay extra for something that I pretty much get anyway?
Translated to sales, let's be careful not to make promises, exaggerations, assertions, or claims about the value, features, location, or uniqueness of some of our properties if there are others on the market with similar attributes.
If our sales proposition is not believable, it's a much harder sale. It's not believable if people can achieve it in other ways or at a better value.
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For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.
How true we have to be believable and truly different to say so.
Russ,
Thanks for your comments and agreement. Happy selling. :)
Steve