People will always expect a discount anytime there is risk involved, whether it be real or perceived. On the other hand, people will always pay a premium when they feel confident, whether it be real or perceived. What are you communicating in your sales presentation?
If you fail to communicate confidence, then there’s no way you will ever be able to achieve the maximum profit possible from your customers because they will never truly believe in what it is you’re selling. Everything we say and do helps to provide confidence. This is a big reason why I believe that you should make your important phone calls while standing up and you should never call an important customer or prospect while you’re driving. Take a look around at people you see who deliver confidence. What are they doing? Watching these people will no doubt benefit you because confidence from one person can create confidence in another – you!