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Sauber & Associates, LLC
Cultivating Potential.... Realizing Results
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| January 2006 |
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Dear Iris,
Happy New Year To All: I am excited that 2006
feels like it will be a fantastic year-- one for
growing and evolving. That is the truth for me,
but I feel it is the same for lots of people I
know. A new year, a new beginning. What isn't new,
is the dance of selling. One of the oldest
professions we know-- while technology has changed
and products and services have changed, the way in
which we get the orders has NOT changed.
The
New year is a great time for getting back to the
basics. It's a good time to refresh and renew
yourself and your skills.
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Your Price is Too High
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Does this sound familiar?
No matter what product or service you sell,
you have probably heard at one time or another
that your price is too high.
The buyer is
worried about the cost, not just the price.
He/she balances the value of the product
or service against the price. One way to
visualize this is the formula: price/over value=
cost.
Value is the buyer's total benefits-- your
solution to the buyer's problems. Since the
price is constant, the only thing you can change
is the prospect's perception of value. If you
use the formula I have provided, then take a
look at this: If price is $100/over your
value of $90= then the cost actually equals=
$1.11
You must build value to lower costs.
Solve the prospect's problems with the product
or service. Translate features into what the
product/service will do for the buyer. The same
formula shows that when perception of value goes
up (to 110), the product's cost goes down to .90
cents.
The price/value formula does not
completely answer the price objection, but it
does show how to approach it.
When you are faced with price objections,
remember these points:
1. Buyers
automatically make a price/value comparison to
determine cost and they will bargain
instinctively.
2. You must probe to
discover the buyer's perception of value and how
to increase it.
3. YOU are part of
the buyer's package of values; sell yourself as
well as your product/service.
4.
Buyers fear cheap products. They want to
believe your product has high value. Help them
buy building up that value.
5.
Finally, understand that "your price is too
high" can be a buying signal. Don't let it slip
away.
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New Additions to Our Offerings
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Call to schedule a workshop
for Your Team
We have added a few new workshops to our
offerings. They include: Communicate for
success, the 21 Laws of Leadership, Strategies
for Creating a life of Joy and Balance (by
consciously using the tools you were born with).
Toll Free: 877-617-1319. We invite you to
call or visit our website for more information.
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A Bit of Inspiration |
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"So we see that one of the keys to the game
of living is to become aware of the ways in
which we are demanding that people be different
from the way they are."...... Ken Keyes
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Sauber & Associates, LLC training and coaching
professions for more than 20 years.
Sincerely, 
Iris Sauber
Sauber & Associates, LLC
Phone: 410-318-8877
Fax: 410-318-8954
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Sauber &
Associates, LLC | PO Box 5770 | Baltimore | MD |
21282-5770
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