# Selling High End Products - Sales Influence Podcast #SIP 636

An episode of [Sales Influence Podcast](https://invisiblenetwork.ai/podcast/1139837809), 24 Sep 2026, 8:36.

Audio: https://traffic.libsyn.com/secure/salesinfluence/selling_high_price_products.mp3?dest-id=410017

Pricing Psychology The brain functions as a risk-averse decision-making machine that defaults to the cheapest option when presented with only two choices, but introducing a third, higher-priced option shifts buyer preference to the middle option. Offering three product tiers ($30, $50, $100) instead of two ($30, $50) increases average order size as buyers gravitate toward the $50 middle option rather than the lowest price point. Customer Segmentation 10-20% of buyers will always select the most expensive option seeking best quality regardless of price, making a high-end product essential to capture this premium segment. 80% of buyers make purchase decisions based on correct positioning rather than price alone, with only 20% being truly price-sensitive and unwilling to buy due to cost. Sales Positioning Strategy When salon owners object to high prices, position the product as exclusive for salons with high-end clients by confidently agreeing on premium pricing while emphasizing superior benefits and asking if they serve customers who want the best quality.

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