And today’s question comes to us from Dwayne Tyson of Reno, Virginia and Dwayne asks us:

How do I compete when most of the sales seems to be going to the cheapest price or the lowest bidder?

And this is one of the most common questions we get at MyMasterHypnotist, dealing with price or price objection. But its also one of the biggest misconceptions in the world of sales and influence because studies show only about 7, 10% of the sales are actually made based on price alone.

The rest of the time what happens is we are sales people are not finding out peoples compelling emotional outcome and the specific criteria they are using to measure whether or not those compelling outcomes are being met. So in a sea of sameness one of the things that tend to happen is, if in the clients mind everything appears to equal that is when price suddenly becomes.

If you decided that you were going to purchase a Lexus LX60 and you know exactly the equipment that you wanted, suddenly maybe price or at least price as compared to convenience and availability and the color and those things. But the reason that price seems to be actually a bigger objection is because as sales people we are not doing a good enough job finding out what it is that is truly motivating our clients to move forward with their purchase.

So in our website we have got lots of blog posts, lots of resources, audios, lots of downloads that talk about finding your clients compelling emotional outcome. And if you will study that a little bit you will suddenly find that price objection isn’t going to be nearly as important to your clients anymore.

Thanks for the question!