Five Steps To Getting The Fees You Know You Deserve - For example, consider...
(Page 6 of 8 )
For example, consider this testimonial from a website I know: "They pushed back and made my brain hurt. It wasn't always what I wanted to hear, but they got results." This message may not speak to everyone, but the value they provide is clear. I am sure that there are company leaders out there who would love a consulting firm to cut through the clutter to get something accomplished.
Step Four: Sell Your Value
Many selling methodologies talk about finding the pain and alleviating that pain. That's not enough. If you stop at a simple question of fixing problems, you cannot sell the full value of your services.
To get to the complete value you can provide, you must help the prospect articulate the impact of relieving the pain (afflictions) and, just as importantly, achieving their dreams (aspirations) during the sales process. Such questions as:
More Online Business Help Articles
More By Jase Dow