HOW TO RESPOND TO "YOUR COMPETITION COSTS LESS THAN YOU"
Clients and prospects will frequently say things like:
-You COST too much.
-Your fees are too high.
-Your COMPETITION costs less than you.
Where many go wrong is by improvising a response instead of following a DISCIPLINED PROCESS for handling objections.
Most of the time a cost objection is actually a VALUE PERCEPTION PROBLEM.
The cost is NEVER AN ISSUE when perceived VALUE is CLEAR and desired.
There is a strategic decision you can make to set yourself apart so you don't have to get stuck in a cost/price competition.
WATCH the video to learn what your COMPETITIVE ADVANTAGE is and how you can simply and easily reposition "low cost" as a drawback rather than a benefit.
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READ: Conversations: How to Manage Your Business Relationships One Conversation at a Time — Available now on Amazon http://a.co/d/7Ruhapu
CONTACT: ivan@conversations.biz
Conversations About Conversations - Episode 81
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