So what is core essential of making sale even when your price is higher? Trust! If a potential customer trusts you and your product/service over all others, they will pay whatever price is required of them. And even if they don't, they will probably come back to you after their cheaper choice turns out to be a mistake.

If you can't prove that your product or service is safer choice because of quality, try padding your deal with trial periods, money-back guarantees, warranties, delayed billing, anything to reduce your customer's perception of risk.

And, of course, some customers will choose your product or service simply because it is more expensive, and that is only proof they need that it is better. Take it from me. You could present me with two identical shirts, one $15 from WalMart and other $100 from Neiman Marcus, and you can guarantee that I will want more expensive of two.

Need help or ideas to promote your product, service, or idea? Call or email now for free advice from Jenny Bosworth. (801)328-9006. mailto:jenny@drnunley.com.

Where was shortcoming? The organizational skills were there, so their struggle wasn’t with keeping track of projects or responsibilities. The technical skills were there, so dilemma wasn’t due to a lack of practical knowledge. However, people skills were missing, and therefore, these IT manager’s teams (which are made up of people) fell apart. The solution? Acquire missing skills!

The incorporation of soft skills into my IT associates’ business practices allowed them to relate better with people, to welcome opportunity to converse with employees and peers about business and personal issues, and to discover motivational factors for those on their teams. In short, it enabled these executives to be well rounded and capable when it came to people as a whole.

Business standards are moving. The landscape is changing. And, as an IT executive, you may need to take a second look at your collection of skills. To succeed, you must be able to impress with your strengths, connect with your compassion, and become unforgettable by understanding and relating to people around you. Only then you will be able to foster a cohesive and extraordinary team.