| Donna is the owner of a home décor | | | | from working with you. Of course, the benefits of |
| business, who came to me seeking help in closing | | | | the product are important, but so are you. In |
| the sale. She had recently lost a sale due to her | | | | fact, most sales are based on the relationship |
| fear in presenting her fees. Donna had met with | | | | you've developed with the client. Present the |
| the prospect several times, uncovered their | | | | benefit your clients get from working with you |
| needs, answered questions, handled objections, | | | | during the meeting. Here's an example: "All clients I |
| presented a proposal, and discussed pricing. She | | | | work with receive personalized service from the |
| thought she had done all the right things. It was | | | | start of the job, to the end of the job." |
| now up to the prospect to make a buying | | | | 4. Write the results clients have received from |
| decision. | | | | working with you. Think in terms of measurable |
| After a few moments of silence, Donna thought, | | | | results clients have achieved. This will instill more |
| "Does the prospect think my fees are too high?" | | | | confidence as you become clear on the value you |
| Feeling uncertain with the fees she had presented, | | | | bring to your clients. Share with the prospect the |
| Donna quickly said, "You may think my fees are | | | | results clients have received from working with |
| too high. I'll draw up some less expensive plans | | | | you. Here's an example: "My client had no idea |
| for you to look at." As soon as the words fell out | | | | where to start with decorating her home. After |
| of her mouth, she realized the impact of her | | | | working with me, she selected a window |
| actions. Donna's uncertainty about the fees had | | | | treatment that suits her living style and a fabric |
| gotten in the way of closing the sale. She now | | | | within her budget." |
| created more work for herself to do and lost the | | | | 5. Communicate the value of your product. |
| opportunity to close the sale in that moment. | | | | Practice saying aloud what the value of your |
| Donna's fear of presenting her fees had stopped | | | | product is and how it helps your clients. Hear |
| her from getting the business. Sound familiar? It's | | | | yourself speaking with confidence, clarity, and |
| not uncommon to question whether the fees | | | | from the heart as you communicate the value of |
| we're offering are within the range of what the | | | | your product. When you clearly understand the |
| prospect will pay. So how do you avoid this from | | | | value of your product and can communicate it |
| happening? It starts with asking the right | | | | with ease, the fear of presenting your fees |
| questions, knowing your benefits, powerfully | | | | disappears. |
| communicating the value of your product, and | | | | 6. Create several pricing packages your clients can |
| presenting different pricing packages. Here are (6) | | | | choose from. Start to think of different price |
| simple, yet powerful steps to follow that will help | | | | ranges and programs you can offer. Creating |
| you break through the fear and give you | | | | different pricing options, gives the prospect a |
| confidence when presenting your fees: | | | | choice and helps make the selection affordable. |
| 1. Asked money qualifying questions either before | | | | They're more apt to buy if you offer low, |
| the meeting or early in the meeting. Serious | | | | medium and high-end products. |
| prospects don't mind hearing money questions. | | | | ASSIGNMENT: |
| They expect to be asked these questions. | | | | * Make a list of 4 money qualifying questions, 4 |
| Unqualified prospects run when they hear these | | | | benefits your product provides, 4 benefits your |
| questions because they're not serious about | | | | clients get from working with you, and 4 results |
| buying. Here's an example: "So I know we're in | | | | clients have received from working with you. |
| the same ball park, approximately how much | | | | * Read over the lists so you can confidently state |
| were you looking to spend?" | | | | the questions, benefits and results the next time |
| 2. Make a list of the benefits your product | | | | you're meeting with a prospect. |
| provides for your clients. A benefit is a result or | | | | * Role play with a buddy steps 1-5. The more |
| solution the client receives from using your | | | | you practice, the more comfortable you'll be next |
| product. As you create your list, you'll begin to | | | | time you present your fees to the prospect. |
| get clear on all the ways your clients benefit from | | | | * On a sheet of paper, create 3 different |
| using your product. Present the benefits your | | | | packages ranging in price from low (basic |
| product provides during your meeting. Here's an | | | | program), to medium (super program), to high |
| example: "By adding window treatments to your | | | | (deluxe program). |
| home, the value of your home increases." | | | | (c) All Rights Reserved. |
| 3. Make a list of the benefits your clients get | | | | |