Reader,

"Why are you more expensive?"

If a prospect throws this banana skin of a question at you, the worst thing you can do is attempt to justify your fees.

WRONG. Do not pass go. Do not collect $100.

Not only are you saying 'wee-wee' more than a frenchman - you're on the back foot trying justifying yourself. And the premium players in any industry never justify themselves.

Justifying yourself is a fools errand. Something only salesmen with skinny kids do.

If you ever catch yourself doing this, or WORSE - entering a conversation about price & discounts - slap yourself silly, and repent your sins to the Top Dog Gods.

Instead...

...Do what the salesmen with nice, plump little darlings do:

Hit them with an uno reverse, and ask them...

"Why do you think we're more expensive?"

They will either...

A) Tell you all the things they have seen online which they like about you, and why they have called you instead of Joe Blogs down the road.

B) Tell you all the things they value within the potential deal.

A, B, whatever.

You merely smile, nod, and tell them they are correct.

Then you move the sale forward.

Simple.

Warmly,

— CWB.

P.S. You're invited to have lunch with me tomorrow @1pm.

I've got a handful of savvy business owners joining me for a casual Q&A session. It'll be relatively small as it's a test run of the new system, so we'll probably hang out for a little bit after the Qs have had their As.

If you want to come & get some answers to your burning problems (or to secure the replay) -simply click here to join the community. ​

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