Have you ever had a buyer tell you that “your fees are too high?”
Or that they can’t “afford your fees?”
If you’ve never heard those words before you’re likely not charging enough.
Consultants often make a mistake in believing that these objections are about price. They’re not.
Buyers don’t make decisions solely based on price.
In fact, if a buyer’s final decision is coming down to price it’s BECAUSE they are focusing on PRICE that the sale isn’t going through.
The need moves when you’re able to communicate the real value to a buyer in a way that they care about. They no longer see your fee as a cost, rather an investment they will greatly benefit from. And the common objection no longer holds you back.
When you are a master of an effective sales conversation buyers don’t see your fees as a cost – they’re not looking only at the price.
They see your fee as an investment.
It’s clear that the money they invest with you will come back manyfold as a result of working with you.
It may sound like a subtle shift; the impact however is far from subtle. It’s powerful enough to shake walls so hard money starts raining from the roof.
That’s an interesting image, isn’t it?
Seriously though, if you want to overcome the objection that your fees are too high or that the buyer can’t afford your fees you need to become better at communicating the value that you’re providing.
Once the buyer sees the real value and trusts that you can deliver what you say you will the objection disappears. Continue Reading