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    www.JeffMowatt.com

 

Today’s chuckle:

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

 

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