In today’s episode, we are going to look at how to sell your value and not just your price.

We are also going to be looking at the “Ultimate Insult” and how to avoid making it.

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How To Sell Your Value & Not Just Your Price.

Are you getting paid what you know you are worth, or do you somehow feel that you are often shortchanged? If you feel that you should work on improving how you can communicate your worth to your customers, here are eight tips that will help you sell value—not price:

1. Stand out

It just is not enough for you to explain what your product or service is; you should get the message that you are distinct from your competitor across to your prospects. You need to give your buyers reasons to choose you for a factor other than a good price. How do you do that?

Find out by Downloading the Podcast Transcript

2. Be Choosy with Your Clients

In every deal that you close, you want to make sure that it is you calling the shots and not the other way around. Every true sales professional has their client under control; not the client taking the reins. So, learn to choose your clients instead of them choosing you and do so carefully. How?

Make a list of the qualities or attributes that you are looking for in the people you want to have as clients and target your marketing strategies with them in mind. Foremost in your list should be people you have fun working with; it makes business even more challenging when you are dealing with people you do not like.

What if you meet people who wish to do business with you but just do not fit your criteria? Do not accept them. Do not lower your standard just to accommodate them. If you stick to your criteria, you tell everyone else that you do not just work with anyone who can bring you a paycheck which, in turn, increases your perceived value.

3. Set your Standards High

Do not waste your time meeting up with clients who you cannot vouch for. Only set appointments with clients who you know are serious about your service and are also financially qualified to avail of your services. Move on to the next client if they do not satisfy your questions.

4. Focus on Value, Not Price

When you choose to compete on price, you no longer bring to the table your unique set of expertise and knowledge. No offense intended to businesses that focus on setting a competitive price, but doing so Is a losing game.

When you bid for the lowest price and the rest of your competitors follow suit, you just end up lowering everyone’s profit margin and losing your value in the process.

5. Improve Your Perceived Value

The thing about many of us in the sales industry is that we often fail to let others see just how much hard work it is to accept clients. Thus, they tend to decrease our value. Here is how you keep that from happening to you.

Find out by Downloading the Podcast Transcript

6. Educate Your Clients

Educate your clients as to how much you make on an average. They are more than likely not aware of how you determine your prices and how little is left after you pay off your taxes and cover your expenses. When they finally do, it will be less likely for them to ask you to reduce your price.

7. Provide a benefit that no one else does

It would be in your client’s interest to be aware of what working with them fully entails. When you inform your clients of what they can expect when dealing with you, you give them the opportunity to see the unique benefits that you must offer. That way, you get to charge for what you are worth.

8. Turn away price shoppers

Research shows that some 15-18% of buyers make price their primary deciding factor for making a purchase. That clearly shows that most your clients appreciate you for what value you can bring them. They are willing to pay for the benefit they perceive you can offer. So, do not make the mistake of cutting back on your price! Work on increasing your value instead.

The Ultimate Insult

Ask yourself how many times in a day, a week or month you say, “I didn’t have time.”

We all do it.  It’s a common default phrase we are all guilty of.

The truth is, however, our inability to get things done or commit to things has nothing to do with time. In fact – time is NOT your problem.

What are you prioritizing?  How are you using your time? Is it on the right things?

Stop blaming time, it’s not “times” fault.

Whenever you tell somebody you didn’t have time – what you are really telling them is that you didn’t make it a priority. I chose to put it lower on my to do list and that is the truth.

So therefore if you tell somebody you didn’t have time you may as well give them the hard truth that you didn’t care enough about them or their issue to put it higher up on your to do list. You didn’t care enough to put it higher than whatever it was you chose to do instead.

Own your priorities it has nothing to do with time.

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