When it comes to value, tangible value can be added by bundling in additional products or services at little or no additional fee. Still, so many salespeople never capture a truly significant value for which the prospect is willing to pay - YOU!
Prospects need to feel comfortable with you.
They need to feel confident that you understand their situation and are competent to address it effectively, boldly, and efficiently with your product or service.
So, your people skills, ability to create rapport and communicate effectively with prospects, and thorough understanding of their needs, wants, pains, and goals are intangible but critical elements that add value to your product or service.
When you focus on developing your people skills and your knowledge about how your product or service addresses your prospects' needs, you won't have to wonder how much to charge; price will take care of itself.
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