I’m putting myself on the hot seat today as I discuss with you one major sales challenge that I faced and how I overcame it – in fact, raising my price to 130%!
It all comes down to perceived value and education.
Pricing: A Major Challenge
One of the major challenges I’ve had is pricing. I haven’t been making much off of this particular deal. And I learned quickly that I had to increase my rates.
The Perceived Value
So there was this event that I attended. I filled other roles. I provided education. These were not the things initially agreed upon. But because I did so much more than that, I was able to build that trust.
When the second opportunity came, they wanted me back and they wanted to pay me more. Why? Because I’ve initially built that value during that first event.
Your Call-to Action:
Look for some of the challenges or holes in your client’s business. Find problems that you can help solve. Help them to realize some quick wins. When they see that, you’re going to sell more.
Take it from price to adding value!
Star Wars: Bloodline by Claudia Gray
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.