Price is what you pay. Value is what you get.

Price is what you pay. Value is what you get.  ~ Warren Buffet

It is amazing how much price doesn’t really matter, if you focus on creating value.  There is a technique called Anchoring, where you establish a price based on perceived value.  Imagine buying a buying an item for $40.  You are able to sell the same item for $400 to one person and $60 to a different person.  If you have a report selling to someone and your average sales price is $400, it would be easy to make this sale.  However, if you don’t have an anchor you may only get $60 from someone you don’t know.  An easy way to anchor without having a relationship is to offer discounts.  Example: Originally $500, but today it is $400.

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