Product Overview - vivateq

Whole House Audio
Set The Hook
Entry-level products are designed for a specific purpose, to create an introduction to a product or category with a
minimum of financial commitment. They should not, however become the standard to which you turn in every situation.
Great salespeople use entry-level products to “set the hook” but then step the customer up to higher performance
alternatives knowing the customers level of satisfaction will always outweigh the difference in price.
WholeHouse was designed to this end. We don’t want you to limit your offering to these products and the better you
become at up selling your customers the more impressive and profitable your systems will become.
One of the easiest ways to sell up is to begin at the top. Make sure to mention to your customer that SpeakerCraft has
a broad product offering with a wide spectrum of both price and performance. In qualifying your customer you may
have determined that they would be interested in speakers at a $400 price point. Offer them something at $2,500 a
pair and watch their jaw drop. Explain that you obviously want them to have the best performance possible and then
offer a pair at $1,200. Most will still balk at the price but don’t act shocked if they agree to this suggestion. You can
continue down to the $400 price point and close the deal and they will feel like they got a bargain.
It is much easier to move from a higher priced item to a lower priced alternative. Moving up in price is always more of
a challenge. In the speaker category please remember that regardless of the cost of the particular model the installation
time and effort is the same. This means more money in your pocket with each speaker you install. As long as you
are going to be on the ladder, make the most of it.
You will never sell higher quality and higher priced models if you never present them. Be brave, take a swing and you
will soon begin to hit the ball out of the park.
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