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He looked at me and there was a long silence. He said " Kim - I never thought of it that way. I will go ahead with your proposal."
2. Don't start your conversation with price. Give your customer investment only after they understand major benefits of your product or service. If you start with price - I guarantee you are heading down rocky road of objections.
3. Allow customer time to think. Just because there is silence doesn't mean you need to start "folding your price." Let them think it over.
4. Look at word COMPROMISE in a new way. You know what dictionary has to say on word COMPROMISE? " A settlement of differences in which each side makes concessions." Look at word this way: CO-M-PROMISE. Basically it is a promise made by 2 or more people to meet in middle. It isn't called ONEPROMISE!
If your customer is genuinely concerned with investment - then you have some choices. You can either fold like a taco and drop price considerably. (Not a Diva recommendation!) Or you can provide added value/decrease in pricing based upon a commitment from them in a volume buy, or repeat business over a duration of time. You can also decrease your price but also delete some of your services as well. Say "I can definitely work within your budget, however, we will have to reduce "this" from package.
Remember - Desperation Isn't Pretty!
Once you have established a relationship with a customer that is based upon you folding like a taco - you will find it very difficult to increase your rates in future.
So stick with your guns, believe in yourself and what your business brings to table!
Sales Diva, Kim Duke of The Sales Divas helps women biz owners and entrepreneurs attract amazing clients and customers, effortlessly! To learn more about increasing YOUR sales - and to read her FREE how-to-articles, visit her website http://www.salesdivas.com