The buying public must perceive the product or service as a better value for the client’s hard-earned money. In order to be successful in convincing the public that your company presents the greatest value in the marketplace, then you must be convinced yourself that your offering is the best. Then you must transfer that enthusiastic feeling to the client, so they have a desire for your offering.
Those who present the product with feeling and the services involved in an orderly fashion are more likely to capture the order. The client more often than not can make the appraisal of the offering and sort out the attributes that help evaluate the honest value of the products being offered. The prospect, before they become a client, thinks they know what they want and need. It becomes your job to marry what you have with what they perceive they need.