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Knock ‘em dead presenting: balancing price and value

  1. “One key to success in the sales process is the ability to balance price and value in the mind of your prospective client,” says Julia Sherwood.

  2. It is useful to imagine that your client holds in their mind a set of scales

  3. On one side, imagine the scales are weighed down by price. Before they learn about your product or service your prospective client probably perceives the other side of those scales to be light on value

  4. Your job is to redress the balance. You need to add more and more weight to the value side of your scales

  5. Your client will only make the decision to buy when you have provided them with sufficient value - in terms of benefits to their business - for the scales in their mind to balance

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