I’ve found a lot of people are confused about sales and what it means. It’s more than pushing a product or service. It’s is presenting a product or service as a solution and an explanation of why.
Have you ever been told what you offered is too much money? I have, and my response is not what you may think.
My response is,” why?” if I’m l lucky, they tell me something specific. I like it when they say something like, that’s $30 more per month than I wanted to spend.
My job then is to show the value of $30 per month. For example, that $30 might be the difference a stapling finisher added to a machine. The value of the $30 is the hours of labor that it saves an employee preparing stapled booklets for board meetings. I get the opportunity to explain why?
I once sat by someone at a dinner table, and they asked me how to explain their high price. My answer was to sell the value. If what you offer saves them time or gets a result they can get for less anywhere else as efficiently or quickly as you can deliver it, the high price holds value. If your price has value to the right clients, you can earn the sale.
Just remember that if the objection is ”that’s too high,” you will need to know why they think so and be able to defend the value. If they can easily replace what you offer and get comparable results for less money, you may need to adjust your price or offer details to create a more excellent value.
