| I am a firm believer that "Price is only an issue in the | | | | again, it is value that people are looking for. People will |
| absence of value." | | | | pay more for quality and service if you can show |
| Never drop you price! Anyone who will leave their | | | | them that you are better than your competitors. If you |
| current supplier for a better price will also leave you | | | | don't believe me go down to your local BMW |
| for a better price. Create loyalty through value. | | | | dealership and talk to the Sales Manager or stop by |
| If you feel that your prices are too high because you | | | | the local Lexus dealer for the "Lexus Experience." |
| have bought into 'The sky is falling" mentality of our | | | | In summary, drop your price and you drop your value |
| current economy, then lower your prices across the | | | | proposition. Value what you are promoting. Believe in |
| board but stick to that price once you have presented | | | | yourself and your company and you will get the results |
| it to the client. | | | | that you are looking for. |
| By dropping your price is says to the client:o You don't | | | | I had a sales rep in Alberta who was having a |
| believe in your producto You don't see the value that | | | | challenge getting over our rates. We were charging |
| you are bringingo You are desperate for a saleo The | | | | market related fees but she thought that we were too |
| client knows more than you do about your | | | | expensive. She always wanted to give deals, huge |
| competitorso You are overpriced if you can drop your | | | | discounts of up to 50%. |
| price and still make moneyo You don't have control of | | | | One day I said to her, "You don't believe in your |
| the situation. | | | | company and the service you provide." Right away |
| On the other hand, if you offer a fair price to begin | | | | she became defensive and argued. After a little back |
| with and stick to that price it says to the client:o You | | | | and forth she finally admitted," I guess you're right, I |
| believe in the producto You see the value that you are | | | | don't believe in what we are doing here." From there |
| bringingo You want the sale but don't need ito You | | | | we went back to the basics talking about what we do |
| know what your competitors are chargingo Your price | | | | and why we do it and she soon regained her belief in |
| is competitive to begin witho You have control on the | | | | the value that she was bringing to clients. From her |
| situation | | | | belief and some hard work, she became the top rep in |
| Which selling environment are you creating for | | | | the company and won several awards (along with |
| yourself? Remember, people don't want to be sold but | | | | some big comish). |
| they do want to buy. You need to create an | | | | Following is a script that may help you when you get |
| atmosphere that allows your prospect to buy and you | | | | hit with the price objection: |
| can only do this by having control of the conversation. | | | | "Mr. Prospect, when you're shopping for anything |
| What most people look for is value. Value does not | | | | weather it's a product, service, new pair of shoes... |
| necessarily mean the lowest price. If it was, everyone | | | | there are three things that you need to look for: quality, |
| would drive a KIA. You need to find ways to show | | | | service and price. Would you agree? It has been my |
| your value. | | | | experience that rarely do you get all three at the |
| Quality Service and Price | | | | same time. Now looking back at anything that you |
| The three things that you need to look for when | | | | have shopped for in the past few months, were you |
| shopping for anything are quality, service and price. | | | | able to get the very best quality, service and price at |
| Rarely do you ever get all three at the same time. | | | | the same time? (Nine times out of ten they will say no). |
| Think about anything that you have shopped for in the | | | | So if you had to give up one of those three things, |
| last few months. Did you receive the very best in | | | | quality, service or price, which one would you give up? |
| quality, service and price? I'm guessing not. Sell to your | | | | (Again usually at this point they will say that they will |
| prospects like you would like to be sold to. | | | | give up price). Great. What I will do then is put some |
| Quality can be measured in several ways. It can be in | | | | numbers together to present to you next week. I will |
| your product or it can be the value of the guarantees | | | | show you how are superior in quality and service are |
| you offer. Everyone has different ideas of quality. Find | | | | going to make your life easier and I will do my very |
| out their buying motivators to determine what they are | | | | best to get you the best price possible. Fair enough?" |
| to the client (see my article on The Five Buying | | | | Try this script out and let me know how it goes. |
| Motivators). | | | | If you are open to a new way of making money |
| Service is where you come in. It is the after sale | | | | online, feel free to check out my site. You can harness |
| service that determines where you rank here. If you | | | | the power of the internet and make money while you |
| sell your service or product and just take the money | | | | sleep through our automated home business system. |
| and run, you probably won't get high marks for service. | | | | We will teach you everything that you need to know |
| Find out how important the service aspect is to your | | | | about how to make money online. You just need to |
| client and deliver. | | | | bring the desire to achieve. |
| Price is only an issue in the absence of value which | | | | Talk to you soon. |