Fee Barrier – Six Easy, Yet Powerful, Steps To Breaking Through The Fee Barrier
Donna is the owner of a home dcor business, who came to me seeking help in closing the sale. She had recently lost a sale due to her fear in presenting her fees. Donna had met with the prospect several times, uncovered their needs, answered questions, handled objections, presented a proposal, and discussed pricing. She thought she had done all the right things. It was now up to the prospect to make a buying decision.
After a few moments of silence, Donna thought, Does the prospect think my fees are too high? Feeling uncertain with the fees she had presented, Donna quickly said, You may think my fees are too high. Ill draw up some less expensive plans for you to look at. As soon as the words fell out of her mouth, she realized the impact of her actions. Donnas uncertainty about the fees had gotten in the way of closing the sale. She now created more work for herself to do and lost the opportunity to close the sale in that moment.
Donnas fear of presenting her fees had stopped her from getting the business. Sound familiar? Its not uncommon to question whether the fees were...
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