Customer Service Training TIps

Do you talk price or value?

When you’re selling the “invisible” – a service – avoid discussing price too soon. When a potential customer calls you and begins with, “How much would you charge for…?” you quickly become perceived as an easily replaceable commodity. Consider this response, “I’ll be happy to discuss our charges with you in detail. But before we do, perhaps we should discuss whether or not my services would be a fit for you at all.” Then begin asking questions to identify their needs so that you can suggest a made-to-measure solution. In other words, avoid talking price before establishing value.

 Jeff Mowatt is a customer service strategist, award-winning speaker, and bestselling author.   For more tips, training tools or to inquire about engaging Jeff for your team visit


Today’s chuckle:

Cynics are people who know the price of everything and the value of nothing.


Like to forward or reprint this tip?

We have some options to make this easier for you. Click here for a printer-friendly  CDrom with all Jeff’s tips.  Click here for  Jeff’s book with 101 top tips.  If you’d like to cut and paste any of our tips or articles from our website, you are welcome to do so  providing  you include the bio and contact information after each tip or article.   Please also email a link to any tips or articles that you post on-line to [email protected].

Copyright © JC Mowatt Seminars Inc.   All rights reserved.

Like to forward or reprint this tip?

Click here for Jeff’s Latest Tip
and to Subscribe for FREE updates


Register today for our 30 – second Trusted Advisor tips and receive as a bonus 15 Phrases that Pay for dealing with stressed and rushed customers.