As you know, I am a huge fan of Paulette Ensign - and she recently was my first-ever 2nd time guest for a teleseminar. Here’s where to access her jam-packed 90-minute session (free).
I am a subscriber to Paulette’s newsletter and recently, she included this information, which really got my attention:
Then there is always the price thing. Some people think anything is too expensive (translation is simply that it’s more money than they view the offer being worth to them). Other people question how valuable something can be if the price is too low. Everyone has a number that they assign to the value they place on anything, whether it’s tips booklets or a year-long round-the-world trip. It is your mission to find out what that number is and to discover how close you are to it. When you ask “what’s your budget?” it can be a circular conversation. A way I’ve found to break that cycle is to give a silly range – “are we talking $100, $1,000, $10,000, or a million?” That usually prompts them to drop their guard and say “oh, we were thinking $1,500.” Now you know if you’re in the same range or not, rather than playing guessing games in presenting a proposal, like shooting darts on the wall.
If you have been around Paulette for any length of time, you know she uses both humor and a straightforward approach – both of which I can appreciate. To learn more about her and what she has to offer, you can access her site here (plus you’ll see me along with several other tips booklets authors).