Do you have trouble getting paid? -- Special Edition Book
This reference book is a business tool that immediately helps you ...
★ to make a smarter pricing policy (so you can get paid more & more often),
★ to make smarter marketing messages (that show value & attract buyers) &
★ to make smarter sales presentations (that sell value that the buyer wants);
★ so you can get paid the highest price possible much more often.
★ Does value actually exist?
★ Does the value have merit (to the buyer)?
★ Does the price match the value?
Each of the above 3 buyer concerns has 4 ‘Value-Price’ critical inner-questions that must be explained to the buyer’s satisfaction before any sale can take place (at any price). Buyer’s don’t always explicitly ask these critical inner-questions out loud, but they do make private internal assumptions. When the buyer assumes wrongly you can lose the sale, or argue over price (then lose money on a discounted price).
Most business owners don’t know the 12 critical inner-questions. They sell benefits & features; but -- only selling the right ‘Values’ can convince the buyer that the ‘Price’ is right. Small business owners can use this book to ...
★ How to satisfy the buyer that the price is right
-- to get paid more & more often
★ How to clearly state your ‘Value-Price’ connection
-- to eliminate price objections before they begin
★ How to delay price questions -- until after your ‘Value-Price’ connection is revealed -- to eliminate price objections before they begin
★ How to control the sale -- never let the buyer tell you how to sell your product / service
★ How to get buyer concessions -- significantly reduce the impact of a discounted price
★ How to use barter to get paid more than full price
This is a practical small business reference book that contains ‘Fast-Action’ tables, ‘Quick-Learn’ diagrams & practical strategies, methods & examples. Here is a list of ‘Fast-Action’ tables you can use to quickly find out how to solve your price arguments ...
★ The 12 critical ‘Value-Price’ argument questions & the answers
★ The 6 most common conjecture arguments
★ The 5 most common presentation conjecture mistakes
★ The 6 additional steps for planning ‘Value-Based’ presentations
★ The 5 common items of evidence (indicating value exists)
★ The 9 common warrants (indicating that value is credible)
★ The 4 common uses of conditions (affecting claim acceptance)
★ The 5 common ‘Value-Price’ argument structures
★ The 5 common reasons buyers don’t see the value (with 28 common failure scenarios)
★ The 5 steps to ensure buyers can see the value
★ The 4 common ways a buyer rejects solution value
★ The ‘Holy Grail’ of conjecture arguments -- what convinces every buyer to accept that value exists
★ The 5 most common buyer value definition arguments
★ The 7 steps to handle value definition arguments
★ How buyer value definition arguments can help the seller to sell
★ The 4 common ways buyer-seller value definitions can diverge
★ The 3 common seller value definition argument strategies
★ Understanding buyer emotions -- solving the buyer’s ‘Emotional Value’ expectations, wants & needs -- how to motivate the buyer
★ The 5 most common value quality arguments
★ The 10 most common important seller argument decision choices
★ The 5 most common seller attack strategies
★ The ‘Hijack Method’ -- How to eliminate buyer objections
★ The 5 most common seller defense strategies
★ The 5 most common price delay tactics -- How to use them
★ How to create a list of possible seller-beneficial concessions to get from buyers
★ The ‘Reverse-Seller Method’ -- effective defense against the buyer asking for free services
★ The ‘Kamikaze-Seller Method’ -- eliminates buyers who say ‘maybe’ & gets the buyer to say ‘yes’ or ‘no’ -- (also eliminates cold-calling)
★ The best ways to improve the value of your product, service, or offer -- the 3 values all buyers will say ‘yes’ to
If you are discounting your price to make the sale ...
you are giving your business away for nothing!
This is a book about how to get paid and get paid more often.
Special Edition Book ... 8.5” x 11’ manuscript ... 49 pages ... b/w signed by author
Print Edition $40 plus $10 shipping = $50 Book Return Policy
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