The Key To Building Value
by Mike Brooks, Mr. Inside

You hear it all the time -- if your price is higher than your competition you're told to “build value." You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way?

Let’s face it -- prospects will often buy from people they like, know or trust. Your enthusiasm for your product or service is also a big factor in getting your prospects to place an order with you as well. Knowing this, I've often used the following script to not only build value in my product or service, but also to build value in myself. Here's what to say:

If your prospects says, “I can get cheaper," or “Well the XYZ company has something similar or for less money," or anything like that, say:

“You know _________ I'm aware of all the other options for this (product or service) and quite frankly if I thought any of them were better for my clients, I’d be working there and selling them.

“When I got into this industry I did my own research, and I looked for the best company that not only offered the best (product or service) but also delivered the best customer service and follow-up. I chose (your company) because they give my clients the best overall value and the best experience and that means they continue to do business with me and refer new business to me as well.

"If there was a better product or company for you to be doing business with I’d be there and we’d be talking about that. But there isn’t.

“Bottom line -- if you want the best overall value, results and experience with this (your product or service) then do what I do did – choose (your company) – You’ll always be glad you did. Now, do you want to start with the X size order or would the Y size order be better?"

This technique builds value in the most important part of any sales transaction -- you and your belief in your product or service. Use it each time you get the price/competition objection and watch your sales and confidence growth.

If you found this article helpful, then you can get 10 more GREAT TECHNIQUES for FREE by downloading my Special Report, “10 Techniques to Instantly Make You a Better Closer.” You can read about this by clicking here: http://www.mrinsidesales.com/report.htm and you can get it for FREE by signing up for my FREE weekly Ezine, “The Secrets of the Top 20%” by clicking here: http://www.mrinsidesales.com/ezine.htm

Mike Brooks, Mr. Inside Sales, offers FREE Closing Scripts, and a FREE audio program designed to help you double your income selling over the phone. He works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. If you want to Close Business like a Top Closer, then learn how at: http://www.MrInsideSales.com