Stop talking price and start speaking in terms of value.
Most customers whether potential or existing focus on one thing: Price.
It’s your job as a professional to move them from price onto the subject of value they’ll receive. Price is meaningless in so many areas. Especially in the a la carte world we’re surrounded by. i.e., “The phone is free!” (However, the contract is for 277.6 years, and if you go over your allotment of time – we come for your head as well as arms and legs.)
As a professional it’s your job to find the value proposition in what ever it is you sell or service. Price is an easy way to not engage in a discussion. Only in a discussion proving your value to their bottom line will you perk their interest in listening to more of what you have to say.
When asked “What’s you price?” don’t be afraid to say: “I don’t know, it depends. Can I ask you a few questions?”
Only then will you have a chance to explain your value as to why they should do business with you. If not; you never had a chance at a real customer – just a price monger.
© 2013 Mark St.Cyr