Today’s Bissett Bullet: “Well, what you say is very interesting but it seems like a lot more money for no extra benefit.”
By Martin Bissett
Have you heard this objection? If the above claim is true, then unless you have presented a like-for-like proposal that is significantly more expensive than your prospective client is currently paying, they simply haven’t understood your offer.
Calmly re-explain how your proposal meets the needs of their business over and above what they currently receive and talk them through the outcomes that they can expect for this increase in fee. Ultimately, if they understand the benefit and aren’t prepared to invest then you’ll know to walk away.
Today’s To-Do:
Be prepared for this scenario by rehearsing with a colleague prior to your presentation. If this particular prospect were to need further explanation, which outcomes would you highlight and which of your success stories may resonate?
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