Typically - if you are offering a product that provides more value than the competing alternative, customers will choose your offering. If your offer provides less value than its competing alternative, customers look elsewhere.
Selling on value, not price, involves a fine balance of confidence, personal rapport, and doing your homework. It's undoubtedly become more difficult as technology gives consumers greater access to price information and insights into what your competitors are up to – but stick with selling value and your prospects in the long term should be brighter.
Topics: Pricing Strategy, Sales, Value