When you focus on understanding your customer and their needs, you will gather the information you need to show them “What’s In It for Them”.
By doing this and tying your product or service to their needs, closing the sale becomes super easy!
This Shop Talk Video will help you learn how to make closing the sale all about your customer and not about you. Check it out then share with me in the comments: “What closing line works best for you?”
If thinking about increasing your prices causes some fear and anxiety, you should know that’s perfectly normal. In fact, in the CASH Model I talk about the fact that “Self-Confidence” always comes after “Courage”. It takes that bit of courage to raise your fees so that you can build confidence in your own value.
When you are pricing your products and services the first thing you have to think about is the value. Ask yourself:
“What is the tangible value I am creating for someone else? What is this product or service worth to them?”
If 15 minutes of time with you helps someone to overcome a major obstacle in their personal or business life – what is the value of that?
One of the easiest ways to figure out this value is to ASK. In programs like The Sales Pilot, I am constantly asking things like: “Did you make a sale this week?”, “Have you acquired a new customer?”, “Did this module help you close new or repeat business?”.
This week’s Shop Talk Video is all about How to Set Prices so You Get What You’re REALLY Worth. Have a look and then tell me: How have you gotten out of your own head and demonstrated the courage to charge what you’re worth?