Have you heard that before? "I'd love to work with you, but it's just not in my budget." OR "Wow, I didn't think it would cost that much."

What is your first reaction? To discount your prices?

Pulling another sales nugget from my conversation with my brother, Daniel Chaddock the quintessential sales person, he said he loves it when someone says he's too expensive, or they can't afford the price. His response?

"That's okay, you just aren't ready for me yet. But keep me in mind for when you are ready because I know I can help you effectively reach your target prospect."

Alan Weiss, consultant guru, talks about value-based fees - helping the customer understand the benefits to their business of working with and more importantly, the negative cost impact of NOT working with you. What will happen to your business if you do not do this project?

Working on setting your prices? Here's an article called Setting and Negotiating Prices.

What do you say when someone says you are too expensive? What do you think of Dan's response?

Deborah Chaddock Brown
Writer