Oh, God, yet another holiday networking event! Elevator speech? Check. Smile and business cards? Check Shoes shined? Suit pressed? Look like a million bucks? Check Objectives set? Check Up on latest news for smart conversation? Check. Discussion questions memorized? Check. With everyone pretty much a networking clone by now, how do you get real interest in you? Surprise people. Ask this …
How many times do you offer a brilliant solution in a brilliant presentation only to hear your listener say, “Your price is too high,” “We don’t have that in the budget,” “I can get it elsewhere for less,” or a variation on that theme? Objections to price generally come down to a lack of perceived value received for the dollars spent. How do you change that perception? You can drown buyers with the flood of benefits they would be getting or, a better strategy, you can ask very specific cost questions.
“I can’t see you. You are too far away.” {The first double row of chairs was about 20 feet from the stage.] “I know I am going to put my security guards into a state of hysteria, but, everyone, please pick up your chairs and move closer to the stage.” And with that, to the horror …