Let me tell you another story;,Cheap Tony Scheffler Jersey Since then, I have come to learn that the price of a product should always be the amount that it is worth to the customer, so ask yourself this; Price really embarrasses some people. When a sales person has some flexibility with margin to "get the business" sometimes their inner voice just wants to knock a little off, that the amount could possibly be a little on the high side and anyway,Cheap Rolando McClain Jersey, the margin flexibility was probably built in for a moment just like this. When, I got back to the store,Cheap Kevin Greene Jersey, the only thing I could afford was a ping pong ball, which I bought (so that the trip hadn't been a complete waste of time!?,Cheap Deuce McAllister Jersey!) and then hid it from my mother because I felt stupid. So, one day this guy calls and asks if we have a certain model in stock, I take the call, check the storeroom and call him back. Do this now Write down the price of your service or product next to the price of three competitor prices. If someone is ready to offer you the right amount of money, don't let your own insecurity force you to make do with a ping pong alternative. "Yes we do! It costs 1,000. You want to pick it up this afternoon? OK, see you then." So the guy turned up, introduced himself and he inspected the aquarium. He turned to the most senior salesman in the room and asked "How much for cash?" To which Mr. Senior Salesman replies "10%" So the customer pulled 1,000 in cash out of his wallet, counted 100 from the top and gave us the 900. Now as a business there was no 10% discount rule, there was flexibility sure, but there was nothing in the induction about cash discounts. I hate being ripped off, worst of all I hate ripping myself off! Simply put, these few sentences should enable you to prove why your product or service costs as much as it does. When I was about eight years old there was a sign in the corner shop window for tennis balls. Suddenly overwhelmed with an urge to buy one, I rushed home and asked my mother if I could have the money. To my surprise she said, "Yes,Cheap George Blanda Jersey, OK, how much do you need?" So why did the salesman feel the need to give him a discount? Maybe he only liked to deliver 'good' news, maybe he didn't think the customer would give him the full amount - either way he got less than he actually could have got, 10% less - could you imagine increasing your turnover by 10%? I'll tell you something,Cheap Tracy Porter Jersey, it's a lot harder than decreasing your turnover by 10%! Why? But if it's worth it, if the price is fair, what's your problem? The customer had clearly come equipped to buy the aquarium; he had called to check the price, travelled to pick it up himself and brought the full amount in cash. Do this from now on Are you ever embarrassed when you tell people how much they will have to pay for your product or service? Flushed with a sense of embarrassment which I still can't explain, I knocked the price down by about 30%. I don't know why, maybe I only like delivering good news, maybe I didn't think she'd give me the full amount - either way I got less than I actually needed, making the whole process a little pointless. I'm telling you this because it came rushing (embarrassingly) back to me last week when I overheard a negotiation, and the salesman got me thinking - "how many grown-ups are doing something similar with their company's money?" Similarly, for all those that are more expensive, find three things that both your product and theirs have in common. If you are ripping people off, then quite right, feel embarrassed, get out while you can and find a product which you feel proud of. Those are the reasons that make what you have to offer special and value for money, they should form a major part of your defence during objections regarding price. I bet they weren't. Someone out there was selling cheaper shoes than you bought; so why did you buy them? Was it because you wanted them, liked the colour, liked the style, made you feel good about yourself, because they were a really nice fit, was the sales person pleasant? Skip ahead about ten years from the tennis ball debacle and I'm working for a business that imports the most expensive, stylish and technologically cutting edge aquariums around at that time. If you wanted one of these, you took your home aquarium hobby really seriously - or could afford someone else to look after it for you. Then, underneath the prices that are less expensive than yours, write three good reasons why your product or service is a better buy. Those shoes you wear to work, were they the cheapest on the high street? Here's another question; Let's have a look at that again;