Have you ever had to prove your value?
how did it go?
could you do so if asked?
Do you know How to sell on value rather than price?
do your prospects believe you are too expensive?
do they think they can ‘get it cheaper elsewhere’ ?
Are you Fed Up Of Not Being Valued?
Have you finally had enough of prospects being focused on price and not your true value?
Are you Secretly hating the painful process of chasing prospects for decisions / money / truth and they’re just not returning your calls only days after they were ‘very interested’…?
If you can relate to all this, know that you are not alone, in fact 80% of small business owners face the same challenges when trying to establish / grow your dream business!
so what do the other 20% know & do to proven their value At point of sale?
Well, I reckon this Free Excerpt from The StressLess Sales Method™ Entrepreneurs Group Training programme contains the answers you’ve been been searching for…
✔️”Do not wait for your prospect to object about your prices, do not wait for them to start haggling or making excuses (oh, is that the time!) before you tackle the issue of PRICE v VALUE – Deal with it yourself up front in true StressLess Sales Method™ Style (Always in control!)…
“Before we talk about money, May I ask you a question and will you please would you be totally sincere with me?”
They’ll say yes
“What do you feel is the true value of my product / service, what’s it worth to you right now as a permanent solution to the problems you’ve been living with?”
The circuitry of this question is such that they’ll ask you what you mean
By this I mean, we’re agreed that you’re paying a price right now to live with the problem, we’re agreed that you’re paying daily in unwanted consequences; You’re actually having to _________ which costs you _________ and makes you feel _________ (loop x 3). Now, we’re also agreed that my product / service will put an end to all of these unwanted conequences instantly, today and for good, so that you no longer need to (full loop x 3). Plus by saying yes to my product / service today you’re saying yes to creating ___________ for you plus giving you ___________ on top so that you feel _______, so with all of this in mind, what do you feel my product / service is worth to you right now as a permanent solution and as a way forward for us together starting today? Give me the £____ figure?
NOW SHUT UP & WAIT FOR THE ANSWER & WRITE IT DOWN!
THEIR FIGURE WILL BE GREATER THAN YOUR PRICE!
YOU HAVE JUST CREATED A VALUE PROPOSITION. THIS GETS THEM BUYING ON VALUE & NOT PRICE.
But what If they say they value your product / service at less than what you are going to charge them?
Highly unlikely, but IF they do, you say…
“That’s interesting, why didn’t you go lower?”
and then they will argue against going lower, giving you (and themselves) reasons why your product is worth investing in…..
And then you join in this game, talking them up further again…
“Not forgetting a,b,c which gives you d,e,f and that’s worth x,y,z to you isn’t it?”
THEN COMES YOUR UPPERCUT…
“Let’s re-cap… what’s the cost of your current suffering?”
WRITE IT DOWN and say “well we’ll be getting rid of all that once and for all!”
“and what’s the value you put on the extra __________you get with my product/service?”
WRITE THAT DOWN AND SAY…
“So, would you agree with me that…
VALUE = (THE COST YOU NO LONGER SUFFER + WHAT ELSE YOU GET) – THE PRICE TAG TO ACHIEVE IT OVER TIME?”
They’ll ask you to explain…
You get a piece of paper / flip chart / wipe clean board / powerpoint slide or any other VISUAL TOOL and you work it out with them…
PAIN NO LONGER BEING FELT & IT’S COST OVER TIME £______________________
WHAT ELSE YOUR PRODUCT / SERVICE GIVES THEM OVER TIME £______________________
YOUR PRICE TO ACHIEVE IT OVER TIME
= YOUR £ VALUE OVER TIME
YOU MUST HAVE A POSITIVE NUMBER LEFT !!! THIS IS YOUR KNOCKOUT BLOW!
NOW AGREE ON IT…
So, am I right in saying that it would make complete sense to move forward together today, providing you are 100% confident that you’ll get the £____ROI / Value we just agreed on?”
YOU HAVE A DEAL – OR YOU HAVE ANOTHER OBJECTION TO OVERCOME WHICH IS ABOUT ‘CERTAINTY’ OF ROI AND THE ANTIDOTE TO WHICH WILL UNCLUDE…
*Show Killer Client ROI Testimonials
*Agree A Guaranteed ROI with caviats
*Trial Period & Review Agreement
Look, It’s a fact that you invite 90% of the objections you get, so let’s pause the training now and each get this scripted for yourself and your product / service right now so that you can close on value versus price every time!
Did you like this?
Want More Killer Ammunition Like This That Will Close Sales For You?
📍Now, write down your scripted VALUE PROPOSITION exactly as I’ve just done…
📍Send it to me [pa@iSalesGuru.com] in total confidence if you like and I promise I will respond to every one with feedback to help you make it bulletproof! Don’t forget this is all about getting you paid your worth!
💣what are you waiting for?
💥How to GET VALUED?
💥START by valuing yourself!
After all, there’s enough crap out there in all of our sectors / marketplaces, amateurs producing poor imitations of the stuff you put your blood, sweat and tears into right?
👊It’s ok to have prospects who value you not be able to afford you, but it’s NOT ok for prospects who can afford you to not value you!