Handling Price at Your ALLIANCE Center

To maximize revenues and retain clients at your office business center, you must have a team with strong skills – client relations skills, interpersonal skills, and sales skills. Training your team members to have excellent skills in sales and enabling them to handle price is especially critical to the success of your ABCN center.

The Two Important Price Questions

To arm your team with the best sales skills possible, you must address two important questions about price.

Do you sell on price?
To establish the value of your center and its services, you must sell with your center’s benefits, not its price.

Are you scared to bring up price?
The old methods of sales training may have taught you not to bring up price until your prospect does. Now we know it is important not to be nervous or timid when it’s time to talk about the money side of things.

Here are some tips for making price work for you at your ALLIANCE center.

The Truth about Price

Why are we, as salespeople, constantly being taught how to handle price with our prospects? Previously we may have thought the reason is that most business center prospects don’t want to just give away their hard-earned money and would rather pay less, no matter what the price.

The truth is that if you sell to them the right way, your prospects will be happy to pay you whatever you ask. They will often even choose to pay for the premium level of services.

Why Are You So Concerned with Price?

Why do you think your prospects think they have the ability to talk down your price and negotiate? Is it because you think they see little difference between you and your competitors? Do you see little difference between your center and your competitors’?

Most salespeople are so concerned with price because they are unable to distinguish themselves from their competition. They suffer from a weak foundation because they start out in the sales cycle in a place of complete weakness.

Be Confident about Your Asking Price

So, how do you regain your power and differentiate your offering? You do that by developing strategies based on overwhelming value propositions where perceived benefits exponentially outweigh the price.

Ask yourself the following questions:
• What are the top of mind features that would WOW my center’s prospects?
• What would cost nothing to give away but would differentiate my center from the competition?
• What infrastructure has my company established so that prospects feel safe and secure knowing that we will be there to help them optimize their business performance?
• What strategies can my center employ to keep our cost structure down?

Let Experienced Experts Help You

Not sure of the answers? Just ask the experienced experts within reach - your existing clients. The client will tell you everything you need to know as long as you ask the right question. Develop an approach that allows you to provide a COMPELLING value proposition such that the prospect has no where else to go. It's time to stop worrying about price and start selling your unique value proposition!