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It comes as no surprise that the price of the product ,or service, that you may be trying to sell comes as one of the biggest obstacles as part of the sales process. As part of the consultative selling process that we teach here at High Performance Sales, one of the main goals along the sales process is to eliminate that obstacle. If you have high-end services that you have put a lot of time and effort into developing, it is only right that you charge a premium price. But how do you get your leads to see past that price? 

Undeniable ROI

The best way to have your potential customer see past the dollar signs is by providing a business case that shows that the Return on Investment is undeniable. How does your service provide an insurmountable value that the client would be missing out on if they were to not invest in your service? 

When building your business case to demonstrate this ROI, it is great if you can have visual assets to support your point, and particularly useful if you can draw on prior examples or previous case studies that have been successful with similar customers. Numbers will come in handy to provide financial incentive for the client to see past the number that they may be worried about, which is the up-front cost of your service. 

Don’t Save It For The End

The mistake that some salespeople make is to not mention the price of a service until the very end of a sales meeting. This can be detrimental for several reasons, including that it can be a waste of both parties’ time, and can also make the client doubt your transparency and honesty. While price shouldn’t be the absolute first thing that is negotiated, after identifying the problem that your lead has, and how your service can address that problem, pricing discussions should occur mid-way through the sales process. 

Interested In Learning More? 

High Performance Sales offers a variety of online sales training opportunities and virtual business consulting options led by our experienced collegiate professor, Karl Uselman. If you are looking for professional online courses, check out the Platinum Program that Karl provides, and feel free to contact us with any questions you may have about consultative selling techniques! Karl has helped dozens of students expand their income streams by learning how to sell!