How would you deal with a prospect who wants your "thing" but says you are too expensive?

Or that they could get "exactly the same thing" elsewhere for a lower price?

Is it their fault for trying to negotiate a deal, undermine your pricing strategy or playing hardball?

Or is it your fault for not presenting sufficient value that price is no longer a point of discussion.

You see, for many of the clients we work with, this challenge is real, however by thinking like a magician, you can work your way through it.

If you buy a ticket to a magic show, you will be entertained (hopefully) by things in front of you that you just can't work out how or why they happen.

You know that magic is not real (or is it???) and that the person in front of you is just highly skilled to misdirect, confuse and present their offer in a smooth, entertaining and wondrous manner.

But how many of you then go up to him (or her) and ask how they did it?

And what would happen if you did?

Many people wouldn't have the nerve to approach them and ask quite pointedly for them to prove how they managed to move the card from the deck into their pocket in front of your eyes, or other such trick.

They presented their offer of the show, sold you the ticket at the offer price, and you bought it.

Simple.

And yet, when it comes to clients, we feel the need sometimes to ensure that we use the price as the lever to securing their business - rather than the value we offer.

So think about how you present your offer and "value up" rather than "cost down."

And remember...

Speak soon,

James