2d (edited) • 📣 GENERAL
"Why are you more expensive?"
"Why are you more expensive?"
If a prospect throws this banana skin of a question at you, the worst thing you can do is attempt to justify your fees.
"We provide great customer service!"
"We guarantee your satisfaction!"
"We are good at what we do!"
WRONG. Do not pass go. Do not collect $100.
Not only are you saying 'wee-wee' more than a frenchman - you're on the back foot trying justifying yourself. And the premium players in any industry never justify themselves.
Justifying yourself is a fools errand. Something only salesmen with skinny kids do.
If you ever catch yourself doing this, or WORSE - entering a conversation about price & discounts - slap yourself silly, and repent your sins to the Top Dog Gods.
Instead...
...Do what the salesmen with nice, plump little darlings do:
Hit them with an uno reverse, and ask them...
"Why do you think we're more expensive?"
They will either...
A) Tell you all the things they have seen online which they like about you, and why they have called you instead of Joe Blogs down the road.
B) Tell you all the things they value within the potential deal.
A, B, whatever.
You merely smile, nod, and tell them they are correct.
Then you move the sale forward.
Simple.
Warmly,
— CWB.
P.S. We've got the lunch time Q&A tomorrow @1pm. If you want a question answered (regardless if you can make it live or not) you should pre-submit it here.
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"Why are you more expensive?"
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