How Many Ways Do You Have To Justify Your Price?

If you were selling a mansion, and you were selling it for 25 cents, some wiseacre would inevitably respond, "It costs too much."

When that happens, are you prepared?

As an excercise, make a list of 20 "reasons why" your services are worth your fees.

Why is life better with your offer? Have you done extensive research or development? How many years of experience do you and your team bring to the table? What would happen if they DON'T take you up on your offer? (What would they "lose"?) What are things "You Get" by purchasing from us? How are your clients protected when they purchase from you? (Do you have a guarantee?)

What are the bonuses you include? How long do you support the sale?

Do you include "extras" that your competitors don't include?

Make up an extensive list, on paper, or into a tape recorder.

Brainstorm with your salespeople, your staff, your best customers, and your vendors to make this list complete.

Then, next time, when your prospect says, "It costs too much," you will be prepared to handle those price concerns smoothly.

When you can justify your price attractively, everybody wins.

You get the sale, and your client benefits from your offering.

Are you with me on this?

Joe Nicassio designs marketing campaigns, and coaches entrepreneurs to improve their bottom-line profits. To get your free CD "Joe Nicassio Reveals Marketing Philosophies And Secrets That Advertiser Don't Want You To Know" Send your snail mail address to [email protected]

In The News:


Breaking the Ice and Winning Over the Client

Wherever you turn these days you'll find articles covering every... Read More

An Ideal Selling Situation

The largest sale that I ever closed was negotiated over... Read More

How to Leverage Your Influence

Why do we get into sales? Typically it is two... Read More

How to Acquire More Leads

The most effective prospecting techniques were revealed in the August... Read More

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one... Read More

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting... Read More

10 Important Things To Tell Your Prospects

Hello everyone, hope your day is going well! I know... Read More

Incentive Dilemma:

Manufacturers and distributors are rolling out more sales incentive programs... Read More

When Selling, Keep It Simple Stupid!

After our first half-hour telephone coaching session, when asked what... Read More

Six Steps to Creating Online Presentations for Telephone Selling

How much extra money could you make by closing just... Read More

Four Easy Steps To Building A Powerful Employee Incentive Program

Want to build a successful incentive program for your company?... Read More

Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test

Business owners should be more like doctors.Forget selling and start... Read More

How To Bully Your Prospects Into Buying Your Product or Service

Selling is a tough job, and sometimes you may need... Read More

Selling To Your Difficult Person

We all have people whom we find difficult. We don't... Read More

How to Give Your Customers a Choice Between You and the Competition and Have Them Choose You

Instead of giving your customers or potential customers a choice... Read More

Freebies

Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More

Why Should I Buy From You?

Virtually every business you contact has this question in their... Read More

The Relationship Between Colour & Sales

Make no mistake that emotions are the driving force behind... Read More

Sorry, But Im Not Buying From You!

Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More

Its Better When They Tell Them

You know that word of mouth can grow your business.... Read More

How Many Ways Do You Have To Justify Your Price?

If you were selling a mansion, and you were selling... Read More

How To Set Goals and Achieve Them

We use only 5% of God's given potential, 95% of... Read More

The ?Write? Way to More Sales

The sales letter you can't put down?the advertising copy that... Read More

Needs Based Selling

I am sure you are familiar with the phrase, "I... Read More

The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way

Sean works for a major telecom company.During one of our... Read More