Humans buy by comparing multiple alternatives. Knowing how to build multiple options within your proposal, and then when and how to present them to the client can make or break your business. You know your craft well, but selling is a craft on its own.
A talented client once said, “as I have gotten better, I realized I could do [Package A] in less than 20 hours, it’s now more like 12 now. So I guess I should lower its price accordingly”. Maybe that sounds logical to you as well. It’s like saying Dear client, I’m sorry I Read more…
Compare and contrast: Dr. Evlil says: widgets are hard to come by this year, minion’s pensions are getting expensive- _the price is one beeelion dollars. VS_ Dr. Evlil says: The price is one beeelion dollars. You see, widgets are hard to come by, minion’s pensions are getting expensive, and with wear and tear on nuclear Read more…
This is it. The pivotal point of the sales conversation. You played your cards right, the client is ready and no amount of additional explanation will change your situation for the better.** There is now a burning question hanging in the air – how much?** Introduce the options starting with the Read more…