If you're in a sales position of any sort, or you're a customer or client of someone "selling" you, you know that
most common response to an objection or concern from a salesperson is to cut price.I know. I've been "in sales" since age of eleven. And, when it got tough to sell what I had to offer, very first thing I did was cut price on very thing of value I was offering.
It wasn't that I didn't think what I was offering was valuable. It was that I just never thought to give "reasons why" they would benefit from what I was offering.
Well, I'm here to tell you that if people percieve you as being like everyone else, all they have to go on is comparing price.
The job then, is to educate your prospects on enormous value you deliver. Otherwise, it seems, you're just another company delivering another commodity product or service.
The secret to establishing value for your product or service and building credibility with your prospects and customers is simple: Tell truth.
* If your product or service costs more than your competitors, tell them why. It will create value that they didn't see before.
* If your product is made with a stronger material than your competitor's, tell them why. It will let them know that your product is more durable than your competitions.
