DunRoamin Consultants

Have you every referred to a service or product as being too expensive? STOP!!!

“Expensive” is a totally subjective term and therefore entirely unhelpful and useless when selling your product or service! (or comparing to the competition).

Let me explain… Imagine one person who has a limited budget and therefore buying sushi for dinner is a treat – it’s an expensive meal – for them. The person beside them in the sushi shop queue has unlimited means and their designer handbag is an inexpensive accessory - in their eyes.

“Expensive” and “beauty” are similar concepts – it's in the eye of the beholder! 😉

I recently listened to an online interview about how to price your services. It’s always a tricky question to answer and many factors can come in to play.

One such factor that the interviewer mentioned – and with which I wholeheartedly agree - was not under-pricing yourself and the negative effect this can have on your business. In other words, if your prospect clients deem your services to be under-priced, they may jump to the conclusion that you’re not an expert in your field or your product isn’t of good quality because your prices are TOO reasonable! In some instances, it’s good not to be too generous!

I LOVE being able to help others and it’s a great part of what I’m able to offer. I sometimes need to remind myself that what’s second nature to me, is completely foreign or nerve-wrecking to someone else. It is such a pleasure to be able to share my experience and expertise to help others:

“I asked Alison for expert help in sales calls and her training was mind-blowing! She pinpointed all the things I was doing wrong in my sales calls and have me incredible advice on how to close a sales call successfully. Her understanding of the psychology of sales is outstanding and her approach driving the calls to really fix your client’s problems is incredible. I now have a totally different view on how to close sales calls and how this should be conducted. Game changing!” - Nadia, Purpose & Alignment Coach

A lot of inexperienced sales people try to sell their product or services based on what it IS – the Features.

Experienced sales people sell their products or services based on what it DOES – the Benefits.

EXPERT sales people sell their products or services based on what it DOES FOR YOU - your EMOTIONS or the TRANSFORMATION it provides – relieves stress, increases happiness, reduces fear…

One of the most common difficulties people have when during sales calls is handling objections. It’s totally understandable –it can be an uncomfortable part of the conversation. Of course, one of the most common objections is - money. 💲

Here’s one tip for getting past this classic objection - In my opinion, the money objection is rarely to do with money itself, as most people already have a ballpark idea of what your services are going to cost before getting on the phone, so whilst they might not have known exactly your prices, they’ve a good idea. So… when the money objection rears its ugly head, it generally comes down to one of two reasons – Trust in you (the program/service) OR Trust in themselves (to put in the time, effort, commitment, perseverance, etc to get the desired result).

The next time you get a money objection during a sales call, bear this in mind and try to get to the REAL reasons behind their reluctance. Either you need to reiterate the features, benefits and especially RESULTS/TRANSFORMATION from your program/service (and testimonials are a great way of doing this) so you’re building their trust in you. Or if they don’t trust themselves, explore why they have these fears and reassure them you have their back, they’re not doing it alone and they’re going to get the support, guidance and accountability they need to keep them on track.

In the end, it all comes down to TRUST 🙏

I feel truly PRIVILEGED to be able to work with GENUINE, KIND and SUPPORTIVE professionals in the online coaching world. It’s so FULFILLING and a true PLEASURE to do my job. And when I get recommendations like this one, it’s just the icing on the cake – BLESSED! 🙏😊

“It has been one of life’s lovely serendipities that allowed me work with Alison for a campaign launch for my new Business Coaching venture over a number of months. Alison was a pleasure to work with and contributed positively and effectively as a member of the launch team, providing great insight and advice to improve the sales process. Reliable, positive by nature, tenacious and a person with integrity, I am delighted to recommend her to any organisation or individual looking to ‘big up’ their sales.” – Colm, Business & Motivation Coach