Three Techniques to Demonstrate Value During Sales Negotiations

If your customers are pressuring you on price, they probably do not fully recognize the value that you provide.

Here are three techniques to help demonstrate that your products and services are worth it:

1. Compare your service with the competition.
   Does your product last longer or do a better job? Think of the banks of TVs in an electronics store…one right next to the other. If, as a customer, you see a big difference in quality, you understand and accept the difference in price.
   
   
2. Describe the process.
   Your product may be the end result of a long process. But if customers only see the finished product, they may not fully appreciate what it took to create it. Take them through the steps so they appreciate what it takes and what it provides.
   
   
3. Invite customers to manage without you.
   Though this seems risky, customers are far more likely to end up needing and appreciating you more than ever. Be confident in your experience, knowledge, and capabilities. When they try and fail without you, they will come to you with a more sincere recognition of your value.