Can I justify this purchase?
Every client has a justification for everything they buy.
It could be as simple as it was a bargain. Or I’ve worked hard and earnt this new XYZ.
Basically they are convinced the value received exceeds the asking price.
It’s this simple principle that can make business easier. Value (real and perceived) must exceed the price you ask for your offer.
But it must be understood and believe by the buyer.
Just because you know your XYZ offers $10 back for every $1 invested is irrelevant. They have to see it and believe it.
How clear are you on your value over price?
What strategy do you have to ensure every potential client sees and believes it?