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 FreeCD@RapidResultsMarketing.com

In The News:


pen paper and inkwell


cat break through


Building an Action Plan

Going into your workday and waiting for things to happen,... Read More

Going Global: Communication Across Mental Boundaries

A completed communication consists of a sender and a receiver.... Read More

Breaking the Ice and Winning Over the Client

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

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are... Read More

Your Voice is Your Instrument

On an introductory call, your voice is your instrument. During... Read More

How to Set Appointments

The Importance of setting appointments is crucial to running a... Read More

10 Mistakes That Reduce Profitability

In my professional experience as a sales and marketing coach/consultant,... Read More

Handling Objections

HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More

Everything Follows the Pitch

If you asked me to point to the heart and... Read More

Can Walmart Make You Rich?

Have you ever shopped at Walmart and thought... I need... Read More

What Not To Do With Your Leads

Anyone that works in sales knows just how important it... Read More

Successfully Selling Your Professional Services

As a professional service provider you face special challenges promoting... Read More

Casual Networking

What comes to mind when you think of networking --... Read More

The Best Day In The Week

The best day of the week is TODAY, of course.... Read More

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to... Read More

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch,... Read More

Selling Your Business ? Step by Step Process

So it's finally come time to sell the business. After... Read More

Use Pain To Get Commitments

Whenever I speak with new salesreps and entrepreneurs, I hear... Read More

Sales People have an advantage as entrepreneurs

Zig Ziglar use to say in seminars and on tapes... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of... Read More

How To Write A Riveting Sales Letter That Closes Sales

How do you get people's attention and build their interest... Read More

Is Sales Profession an Oxymoron?

If you are in Sales, you have probably heard these... Read More

10 Amazing Product Selling Formulas

1. Sell your products at a wholesale price to retail... Read More

The Benefits of Buying Used Store Fixtures

The difference between antique or vintage store fixtures and used... Read More

Selling Services

Selling a service isn't the same as selling a product.... Read More

Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing

According to the Direct Marketing Association, in 2003 U.S. direct... Read More

Customer Service Revival

Value is in the Eye of the BeholderSales today is... Read More

How To Shorten The Selling Cycle And Reduce Buying Stalls

The main reason for buyer resistance and selling stalls boils... Read More

Sell YOU With Your Small Talk (Yes You Can)

Want to build a relationship -- sell yourself for a... Read More

How to Really Benefit from Associations (Part 1 of 3-Part Series)

Looking for new leads, new contacts, new business opportunities? Do... Read More

How to Eliminate Objections to Price

Have you ever stepped your way through the sales process... Read More

Is Cold Calling Dead?

Is cold calling dead? And if laws are being passed... Read More

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... Read More