Few moments are as energizing in your business as sitting across from a potential client in a meeting that is going well. Your presentation came across smoothly, the client is engaged, they’re ready to buy”¦the only thing left is the price.
You quickly calculate a reasonable price in your head. You know that your competition couldn’t come close to your level of quality – and still you keep your prices in par with theirs.
You tell your prospect your price”¦and the conversation chills. They tell you that they were expecting to pay half of that. What should you do?
Discuss your competition
If what you are offering is genuinely better than the competition, don’t be afraid to highlight your competitors’ weaknesses.…Continue reading