The Subtle Art of Selling Premium: Why Some Clients Happily Pay More
Walk into a high-end boutique, and something shifts. The lighting is warmer, more deliberate, casting a soft glow on the leather handbags perched like museum pieces. There’s a scent—subtle, expensive. The salesperson doesn’t chase you down, doesn’t push deals or ramble about discounts. They don’t need to. Instead, they move with quiet confidence, offering a knowing smile, guiding you—not toward a product, but toward an experience.
And then, almost effortlessly, people spend three, five, even ten times more than they originally intended.
What’s happening here? Why do some businesses struggle to convince clients to pay a fair price, while others make premium pricing look effortless?
The answer isn’t in the product itself—it’s in the way it’s positioned, framed, and, most importantly, perceived.
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