It’s important for prospects to see the value in the services before discussing the price. When discussing the price first you risk the chance of walking away without the sale. Prospects rarely subscribe to any service based solely on price. There are some prospects that base their decision off of impulse, but even they want to know what’s in it for them (WiiFM). When you have someone who is fixated on price you can respond with the following:
Prospect: How much is it?
Sales rep: How much is it? Well that’s the best part. I’ll get to that in just a second. Let me ask you a few questions just to make sure I have the right package for you.
-or-
Prospect: How much does it cost?
Sales rep: How much does it cost? Well it doesn’t cost anything if it doesn’t meet your needs. How does that sound?
People who lack faith in themselves end up having self imposed limitations. They are convinced by lying to themselves, and then give excuses to others to justify their reasoning. When others agree with the excuses being told to them, it reinforces the doubt within the person. It is a vicious cycle that is easy to be caught up in. It can deflate a persons self esteem and limit personal growth.
In order to break free from self imposed limitations you must believe in yourself. Now believing in yourself is easy to say but for some, may be difficult to do. “Well, how do I start believing in myself?”, you ask. By acquiring the feeling of accomplishment is how. First set an attainable goal that isn’t too simple or overly complex. Goals have 3 main parts.
- Desired result – What is the goal in mind?
- Time frame – A goal is nothing more but a dream with a time line.
- Potential obstacles – What items may prevent you from making your goal? List ways around them so they can’t defeat you.
Once you achieved your goal then start a new goal, and another, and another…
If you believe, it may be difficult but never impossible.
