How is the VALUE in your product or services determined?
Think of it in terms of a set of scales. On one side you have the product or service, and on the other is the amount of money you are asking them to spend on it. If the scales don’t at least balance, the customer won’t buy.
Salespeople often keep discounting their price to get the equation to balance – in other words, by applying the fundamental of Comparison. But there is another way, a better way – by increasing the value of your product?
Value is just a perception!
Keep this in mind when you are talking to your customers. Have you built value or are you just going to keep reducing the price!