5/5 Educate on Value, Not Price Remember that people want a good deal, not the cheapest. They will be happier spending the dollars to get something that does exactly what they want, rather than spending less on a product that only does half the job. Explain why some people charge less, and what the prospects will miss out on if they do it on the cheap. Hints and Tips: 1. Emphasize value. 2. Explain why your product is more expensive. 3- Compare yourself to others on quality and service, and all of a sudden price becomes almost irrelevant. Rating: 4/5 Increase Product Knowledge It's important to know as much about your product as you can. The more confident you sound when talking about it, the more likely your prospects are to regard you as the expert. People like to buy from people who seem to know what they're talking about. It gives them a sense of security. Hints and Tips: 1. Always know more than a customer would about your product. 2. Study what the competition is doing. A customer may well ask. 3- Ensure that all your team members are as well educated about your product(s) as you are. Rating: 4/5 106